May 234 min7 Reasons your deals aren't closingIn Sales, there is nothing worse than a deal that won't close. As a salesperson, you worked hard to find your prospect and create an...
Jan 254 minIt's time to kill the Sales Dept!Recently I was watching a show on television where a desperate, young, single mother is talking to her young son. In the scene, she...
Dec 9, 20214 minTis the Season to Reflect, Repent and Recommit!This is the time of year when most sales newsletters publish articles about how sales reps need to avoid the distraction of the holidays,...
Nov 10, 20214 min Stop Chasing Shiny Objects!This is good advice for fish but also applies to salespeople. Prospecting for new business is hard! We have more ways to “connect” with...
Sep 7, 20214 minSales Leader or Cat Herder - Which one are you?Lets’ face it – salespeople are different. They are confident, independent, out-going, outspoken, reward-driven performers. They must...
Jul 15, 20215 min7 Key Metrics for Profitable Sales GrowthHere’s a simple truth - more revenue does not always mean more profit. Most business owners recognize this, but their salespeople may...
May 20, 20214 minAttn: Sales Leaders - Do you know what your role is?If you are a Sales Leader, Businessowner or leader of a company, how would you answer this question – “What is the role of the Sales...
May 4, 20214 minThere are only 3 things you can do to increase sales.A few years ago, I had the opportunity to work with and be mentored by Mark Palmer. Mark is a former CEO and executive sales leader for...
Mar 23, 20216 minWhy every salesperson should play golfI have been in sales my entire career. Early on, I remember hearing people say things like “sales are closed on the golf course,” and I...