Blog Archives

Why do setbacks strike at the moment you are supposed to cross the finish line? Finding success has a multitude of meanings depending on the person defining it, yet common themes emerge: accomplishment, achievement, sense of purpose, feeling of worth … Continue reading →

The business lunch. Some love it, some hate it, but like it or not, it can be a very strategic utilization of time and can lead to more benefits than cons. We’ve got to eat. Let’s face it, sometimes it’s … Continue reading →

From the mailbag: “How often should I blitz e-mail prospects? We have a good prospect list; leadership feels like we should hit them weekly. I say twice a month is the right amount. It took a lot to get a … Continue reading →

Whether you have begun a career in sales or you wish to re-ignite the fire, there are fundamentals that must be followed and mastered to truly optimize your selling career. The allure of sales is relationships and money with little … Continue reading →

Kids’ sports are so pure: they are played for the fun of the game and everyone goes out of their way to cheer teammates and tell the opponents, “Good game.” It’s too bad some belligerent parents often get in the … Continue reading →

The only way a sales deal can happen is with proper positioning of appropriate leverage in crafting and presenting a deal. The word leverage can have multiple connotations and occasionally they can be negative: there are unscrupulous folks who will … Continue reading →

A friend posed a question recently: In our career, are we bold enough to soar like an eagle, or are we chicken – bound to the safe ground and presumed limits. Sometimes, it’s easier said than done; the stage of … Continue reading →

Sales excellence is not about big sales. It isn’t necessarily getting the most or finishing a month or two on top. It’s a process, continued evolution and consistency in approach, process and performance. Be a student. Realize that learning in … Continue reading →

While selling over the phone versus in person can present additional challenges, many have found incredible success in this version of the trade. You can too, by harnessing certain strengths and implementing practices that further your process. Build rapport/ gain … Continue reading →