Sales & Motivation

On a scale of 1 to 10, where 1 is not at all, and 10 is a perfect description, how does your sales organization rate according to the following definitions? Fat: Enough clients and business to sustain you for the short term coupled with no consistent effort at chasing new business. Everyone is simply living

We all know relationships are important with clients. If you own the relationship with a client account, you most likely own the business. Just as important as client relationships are the relationships within your organization and with vendors who help your business run smoothly. Problems in these relationships usually lead to problems in client accounts,

In theory, sales is pretty simple: communicate the right way with the right people, and you’ll make sales. It’s in practice that most people complicate the issue. So how do you keep it simple? Assuming you’re selling something where someone has to deal with you for any length of time, in other words, you’re not

I have a prediction, and I’m pretty good at predictions, from American Pharoah to the Cubs, so here’s my latest: only the top 15% of salespeople will survive the next economic upheaval. Whether it’s a significant stock market correction, a tragic world event, or another financial crisis similar to that of 2008, the next calamity

The “how-to” behind building a highly-effective, competition-dominating, sales juggernaut is actually fairly simple. What isn’t simple is executing the steps and sticking to the plan. The dedication and resolve necessary to start and complete the process is where the majority of people fail. That said, if you’re ready to skyrocket sales in your organization, here

I’ve had a lot of people ask me about client retention because it’s something I’ve been very successful at over the years. On that note, here’s how I did it from the initial sale all the way through the entire long-term relationship. Steps to take with the initial sale: Step 1: Verbally thank the client

Mistake #1: Thinking that servicing accounts is more important than selling new ones I once had a coaching client show me a stack of folders and say, “This is why I can’t be out calling on new clients.” When I asked what had to be done, she picked up the first folder and said, “I’m

Over the years people have asked me if I have daily rituals, habits, or a schedule I follow. While it’s varied a bit over the years, and I’ve tweaked it here and there, here’s my current daily schedule, and pretty much what I recommend for salespeople, entrepreneurs, and business owners… By the way, this tends

What follows is a list of most important rules followed by the top 1% of salespeople. Burn these into your brain by reading them every morning when you first wake up and right before you go to bed for the next 30 days. After that read them once a week. Rule 1: My most important