A partnership in trust can take a lot of work and time to develop, but sometimes it’s the little things we do that can make a big difference. People pick...

Should people get second chances? Sometimes, but not always. When trust is broken, it stirs up a range of emotions in people and, despite how it is processed, the one...

Most of us don’t have the luxury of choosing who we work with and, unfortunately, not everyone can be trusted. You already know this, and you probably learned it the...

Salespeople can be quite cautious when it comes to trust. Perhaps more so than other departments in the organization. It’s almost the nature of the beast since goals & strategies...

When someone on your team tells you that there is a trust issue, that can mean a variety of things. Not all trust issues in the workplace are the same,...

Salespeople tend to be either the most undermanaged or overmanaged people in the entire company. In some ways, this makes sense because their roles and responsibilities require a lot of...

Can I trust you? Sounds like a simple question that commands a simple answer. Well, it depends on what you want to trust me with, I guess. Are you sharing...

Why are some companies bashful about sales goals? Did I say some? I meant lots of companies. Is it because they don’t want to scare off the new talent? Is...

You have all heard the phrase, “Sooner or later a blind squirrel finds a nut” and we are all amused (or pretend to be anyway). I ask you, when have...

If a baseball player doesn’t hit a home run every time he steps up to bat, then what was the point of the swing? That’s a silly question for a...

  Did you ever put off a tough conversation with a salesperson because you weren’t sure what you should say? Or maybe you were concerned about upsetting them and you...

How did you feel when you woke up this morning? What were some of your first thoughts? For salespeople, one of the most common morning emotions is stress. And why...

You can lose a lot of time as a salesperson trying to find the right person to talk to in a company. There are a lot of barriers, hurdles, and...

  What’s better than getting a quality referral from one of your happy customers or associates? Seriously. It gives you more business opportunities, it solidifies the relationship you have with...

  Sooner or later we all have a run of bad luck when it comes to our sales. If you are in that rut right now, my heart is truly...

I don’t enjoy writing on this topic any more than you enjoy reading about it because the thought of anyone losing their job for any reason upsets my stomach. It...

  Let’s assume that, in some way, every person desires to feel like they are successful. Most reasonable people do not pursue and accept jobs if they didn’t feel like...

Cold calling for Business-To-Business sales is one of the most misunderstood opportunities for salespeople. Quite often anymore it feels like a tool that no one even has, or if they...

Recruiting, interviewing, and selecting a new salesperson is a very tiring and stressful responsibility. There is a lot riding on this position and if you don’t get it right, you...

Salespeople hate to deliver bad news. I mean – really hate it. Of course, no one wants to be the bad guy when it comes to customers, but salespeople especially...