How many times have you seen someone in your office or on your sales team who is going about things the wrong way? I’m sure you see it all the time, it’s part of working with a diverse group of people. It’s harder when you see someone you know who is smart, intelligent, and skilled acting like an amateur – in some cases a novice. It drives me crazy! Why are they succumbing to average? Read More >>

I stumbled across a great TED talk by social scientist, Amy Cuddy. She talks about the role of posture (non-verbal communication) and how it’s a great predictor for a variety of things – elections, success in a job interview…etc. It’s also a predictor of who can sell and who can’t based on the confidence one’s posture exudes. In sales, we’re taught to instill confidence and to have confidence in our products. However, our non-verbal communication often shows we lack this confidence. Read More >>

Zig Ziglar passed away today – November 28, 2012. Age 86. A quick memory of Zig. When I was struggling in sales I was listening to a CD series from him (I forget which), but I listened to it over and over for months. Read More >>

As sales professionals we need to be the ones to recharge our spirits. We need to take charge of ourselves and keep ourselves motivated. But how? Some days are such a grind it’s hard to even think positively let alone get fired up. Below are a few thoughts to help with this. Read More >>

Have you ever been negotiating a sale only to have it completely stall? You simply don’t know what to say next? It’s happens to all of us. As long as the prospect is still listening though, we do have to move the sales process forward – but what should we say? Read More >>

As we wind down another year and begin to reflect on this year’s sales performance, what will we see? Did we hit our quota? Did we hit the goals we said we were going to hit? Did we even write these goals down? How will we improve for next year? Read More >>

Hey there – we put together these quick and dirty sales tips that make a difference in your monthly numbers. Take a look and let us know your thoughts… Read More >>

Of all the sales tips and techniques, one of my favorites is to do nothing. Let me explain. As sales professionals, we push ourselves to succeed. Sales training is important to us, we read, and we’re always on the lookout to improve our edge. This is good, to a point. Read More >>

I was walking through a retail store recently and I overheard a sales person answering a sales call. She was pleasant enough, but what surprised me was her response to a customer’s price request. She stated the price and then immediately added that there was a 10% discount that month. There are several problems with this very common sales technique. Below are a few. Feel free to add your own… Read More >>

When we think of Sales Training, what comes to mind? Is it sales seminars, training videos, or having a sales manager hover over you? There is a lot of negative press about sales training – is it worth it, does it actually do anything to increase sales? Is it worth our time and investment? Here are a few thoughts… Read More >>