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...

Capitulation is a really fun word to say, but it is not so fun to do. That’s often what an apology is; a surrender to the blame. That’s what we’re...

Do you ever look at your boss or supervisor as your messiah when you feel in over your head with a customer issue? It’s like they have all the answers...

I remember when there was a time when the only option to talk remotely with customers was with the telephone, and nothing makes me feel older than when I use...

Today was supposed to be an easy day. You’re caught up on most of your work and if all goes well, you might even get to duck out of the...

Most of us know the legend of Leroy Brown from that old familiar tune. He was badder than this and meaner than that and quite possibly the last person you...

One of the biggest challenges for a salesperson is having a company, team, and process that backs up the promises they make. Sooner or later as a salesperson you will...

Did you ever wonder why solving one problem for one customer while solving the same problem for a different customer can be a completely different experience? For example, one customer...

  Did you ever have that one customer? You know the one that I mean. When their name appears you know that it’s going to take a little extra time,...

The customer experience is as crucial to the identity of your company as is your brand. It is how we make customers feel in every way they interact with our...

You heard a rumor last week from someone in management that the boss’s son may be added to your team. Perhaps he is new to the company or maybe he...

  Here’s the story. Management comes up with a great idea. Management is excited. They impress it upon the sales team. The sales team is not as excited. The new...

No one likes to work with the feeling that they constantly have to look over their shoulder to see who is watching. Even worse, the thought of being micromanaged brews...

What’s the difference between managing a sales team and managing a sales culture? A sales team starts with managing a process and a sales culture starts with managing yourself. Which...

If you haven’t already heard, compounding is the key to successful financial investment. Did you know that the same is also true for successful selling? Actually, it’s true for almost...

Do you know what you look like when you are stressed? We think we do, but other people can see stress on us better than we can see it on...

Forgive me. I am a big believer in dad jokes and puns, and this topic makes it too easy. Begging for change is something you usually see on the streets...

So, what kind of mood have you been in lately? Have you been a cheery cherry bouncing from one rainbow to the next ray of sunshine? Or have you been a...

If you’re like me, you believe that you and your company are the best. Hey, I believe you. Good for you. We should all feel so proud about what we...

Is silence a surrender or a capitulation? It can be when you are dealing with a client who has suddenly gone quiet with their communication. Nothing makes a salesperson more...

Why can’t some salespeople just do what you ask them to do? Is it really so hard!? Seriously, just document the information as we showed you, turn your reports in...

It is no secret that most sales managers and owners struggle to find a great sales compensation plan for the sales team. Quite often these discussions lead to analysis paralysis...

There are a lot of people that are simply not good at sales. Perhaps they could be good under the right circumstances, but sales is often a sink-or-swim career. It...

Nobody is perfect. You know this is true if you have ever had, or have been, a sales manager. We all make mistakes and I would believe that most of...

Their resume looked great, they interviewed well and you can see that the new salesperson that was hired is going to be a great fit in the company. The courting...

  The sales team is one of the most difficult teams to manage in any organization. There are way too many moving parts, it is subject to elements that can...

I don’t like jerks any more than you do, and still, they exist. Do they even know that they are jerks? Do they even care? Why are there so many...

Are you comfortable? I’m not asking if you’re in your favorite chair right now, but are you following a routine that keeps you safe and happy? If so, good for...

I recently had a response from a prospecting email that gave me pause. I had sent the prospect 2 emails in one week and they are sent 4 days apart....

There are many elements that go into sales and to list them all would be overwhelming. That’s one of the reasons why so many of us struggle in our sales...

There can be nothing more daunting to a salesperson than to be handed a list of prospects to begin calling on. The list usually has hundreds of names and, at...

Have you ever been cold-called by a salesperson who opens the call with ‘Sorry to bother you, but…”? You should never apologize when selling and prospecting. How many of your...

A salesperson without desire is like an oven without a flame. You can’t cook much with it. Salespeople should be the most goal-driven in any organization because, without their hard...

Sales is not a quick path to riches for all of us, but it certainly can lead us there. Some people take to it like a duck to water while...

Very few salespeople get excited about cold calling and sales rejections hurt no matter who we are. That’s your baseline and it’s something we all have to overcome to be...