Blog Archives

Win the Moment, Master the Day

If you dwell on what’s past or look too far ahead, you lose focus on the important step right in front of you. It’s why you cannot cling to your losses – you take the knowledge with you so future … Continue reading

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The 4 Steps to Managing Uncontrollables in Customer Relationships

At times, things completely outside our control are negatively impacting our customer relationships – we cannot control many factors beyond sales process, like the execution of the solution. What can we do to prevent losing these customers forever? Many times, we … Continue reading

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The 3 Keys to Survival In Sales Jobs Where Few Hit Goal

Every company wants to achieve a lift in results. They can take their budgets and their expenses and growing headcount costs and equipment costs associated with their internal growth and those costs will be assigned to salespeople to achieve so … Continue reading

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How to Be the Ultimate Sales Manager

The sales manager: occasionally (and hopefully) a more highly evolved salesperson who exists to lead, guide, assist, remove obstacles and eliminate excuses for, set the example, coach, train, serve and protect the salespeople reporting to him or her. Sales managers … Continue reading

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5 Keys to Harmony Amongst Sales Reps and their Managers

Relationships – whether business or personal – have their obstacles to overcome. And, as much as we want to blame others for our problems or for their stubborn behavior, there are things both parties can and should do in order … Continue reading

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3 Tips to Effectively Market Your Business Event

Marketing fundamentals, while they vary in scale of execution, typically remain revolved around target audience, geography and message content. The marketing process for an event starts long before the event takes place, as you must ensure there is a mechanism … Continue reading

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What Matters More: Hiring for Experience or Attitude?

It is natural to consider a number of variables when hiring sales professionals to fill your team roster. Many of us painstakingly wade through resumes to find the candidates with the best experience. Others of us are looking for something … Continue reading

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Are You Your Own Advocate or Adversary? The 5 Steps to Becoming Your Biggest Supporter

Recently fielded a brilliant question from a friend: are we our own best supporters or biggest critics? Do we put out a positive message only to undermine it with our own bewilderment and being overwhelmed? Do we inadvertently send subtle … Continue reading

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The 4 Ways to Transform Career Mediocrity to Mastery

How many times have you heard it? “The little guy can’t get ahead.” “You have to be born into money to have any.” “I applied to some jobs but never hear back. It’s hopeless.” Anything worth having is going to … Continue reading

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Why “Cocktail” is One of the Greatest Sales Movies Ever Made

When you think about great sales movies, the obvious choices like “Wall Street,” “Wolf of Wall Street,” “Boiler Room” and the like are typically the first to come up. Not many would immediately think of 1988 multiple Raspberry award-winning film … Continue reading

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