We may think that to land the biggest deals, we need to propose the best prices. However, every top seller knows that price isn’t the […]
3 Quick Ways to Land BIGGER Sales
After years of building up a name in this field, there is one question I get asked over and over again. It’s a question I […]
Motion vs. Movement in the New Era of Selling
We all want to have strong sales leadership coaching, land key accounts, and close more sales. But what path is your company and sales team […]
3 Sales Management Skills Necessary in Life After the Death of Selling
Last week I shared how sales management has changed. Today I am sharing the top three skills sales managers need to succeed in this new […]
Sales Management in the New Era of Sales
I’ve called it–the era of selling we have been operating in is dead, but what does that mean for sales managers? If sales has changed […]
Mindset, Mechanics and Magic
Recently, I met with Bill Caskey, a friend and colleague in sales performance development, caskeyone.com. We were talking about what makes for remarkable sales performers. […]
The Oddsmaker – What’s Your Chance of Winning?
Vegas has its oddsmakers. These experts evaluate all sorts of data to determine the likely outcome of some event- usually a competitive sporting event. All […]
Hiring is Awful, So Get Better at It
We are doubling our staff right now. Sales people, customer service account managers, administrative support. Hiring is the worst – the amount of time it […]
Movie Quotes, Half-Stories and other Presentation Problems
I love movie quotes. They help connect people through a shared experience, even though the movie was watched separately. Magic. Except…when you use the movie […]
Selling the Invisible
It is hard for anyone to feel deterioration or appreciate prevention. You can only really feel relief or crisis. If you sell qualities such as […]
Holiday Gifts to Customers and Prospects
John Ruhlin from the Ruhlin Group is my gift-giving-guru, and here are a couple of his tips for what to give for the holidays: 5 […]
3 Sales Techniques that Has Both Sides Winning
There is an old adage in sales that says ‘’the person asking the questions controls the meeting.’’ You want to be sure that you are […]
