Sales & Motivation

Sales is a profession that requires you to be “up” and motivated most of the time. It is also a profession in which you can get knocked down very quickly from the amount of rejection that’s required for success. As a result, one of the biggest questions I get from salespeople is: “How do I […]

Early on in my sales career I was lucky enough to be in the top-producing office of a financial services firm. In that office we had the top two producers in the country, out of 1800. We also had 3 more in the top 20. Here are the elements of that office that made it

  Even if you hate the New England Patriots, you have to admit they have a formula that works. And the truth is, their secret sauce isn’t so secret, in fact, it’s rather simple and obvious. While simple and obvious doesn’t mean easy, here’s how your team can use their formula to dominate their own

A salesperson’s most important activity is talking to qualified prospects. The biggest enemy of the salesperson is anything that distracts him or her from working on that most important activity. Distractions come in many forms, some obvious and some not so obvious. Here are those distractions along with their solutions.   Seven Distractions that Keep

Leading a sales team to victory is not an easy task. It takes discipline, resolve, and the ability to make tough, and sometimes unpopular, decisions. At its worst sales leadership is one of the most thankless, difficult jobs and has been compared to herding cats. At its best, it is one of the most fulfilling

This past week I’ve received three separate e-mails from various sales gurus talking about how much sales has changed. While the internet, social media, and advances in technology have altered some of the peripheral aspects of selling, the foundational principles and keys that lead to sales success have remained the same.   Sales Facts that

While one could argue that there are many factors determining sales success or failure, I find that 99% of the time, success or failure really comes down to one item. If you have this one item in place, success is virtually guaranteed. If you don’t, failure is virtually guaranteed.   The Key Success Factor and

Recently Shaunae Miller of the Bahamas won the women’s 400 meters at the Rio Olympics by diving over the finish line. Some say she fell, others say she dove, but either way, she won, as it is legal to fall, dive, or do whatever you have to in order to get over the finish line

In the leadership role you probably already get that sales is the primary key to massive success and prosperity. As you know, the most successful companies sell better and more than everyone else. Starbucks doesn’t have the best coffee, they’ve simply sold an enormous number of people on doing business with them. That said, to

Scary thought, right? Why? Because you know within three to five years they’d own 90 to 100% of the business in the area and if you weren’t out of business, you’d be hanging on by a shoestring. There are several reasons why this group, even with no prior experience in your industry, and even without