Many sales training firms want to implement a one-size-fits-all training program, but training is secondary to the Strategy and Structure that a business must implement to be successful. One of the main goals of your Executive Team is to define and refine the sales strategy that will support the company’s goals and objectives. Making that […]

Does it sometimes feel as though the decision makers you need to speak with are residing in a gated community? As a salesperson, you often have to battle your way past a phalanx of receptionists, secretaries, administrative assistants, and the like. Here are 3 quick tips for getting past the gatekeeper so you can enter […]

Many companies, sales teams and individuals come to me because they’re very frustrated with one issue.  They’re sick and tired of having to “buy” the business by dropping their prices. It seems that there is no industry that’s immune to competitors who will engage in a race to the bottom on pricing. Thanks, Competitors, nothing’s […]

Attributes of Revenue Rock Stars is a topic I am frequently asked to speak or write about.  When discussing the attributes of top revenue producers, it’s also important to understand the most common disablers of sales people who otherwise look good on paper. One of these disabling factors is Need for Approval. Need for Approval […]

Take a look at the picture, and what phrase comes to mind? Unfortunately, this is how a lot of sales people feel right before they pick up the phone to start making cold calls. I think we’ve all had this feeling, however this “insert your favorite phrase here” moment is quickly replaced by the thrill […]

While in Europe, I became fascinated with the pub lifestyle that is integral to the English culture. The number of “Public Houses” per capita is staggering, and each is christened with an intriguing moniker such as The Eagle, The Mitre, The Flying Pig, The Coach and Horses, The Lion and Rose, The Rat and Parrot, […]