Weak sales approaches and poor decisions allow your prospective clients to make mistakes, mistakes that often include you losing the opportunity and your dream client failing to achieve their goals. Here are nine mistakes you may be enabling your…

One way to ensure your results is to use a checklist to ensure you have what you need to succeed, including the outcomes you need to achieve. The following list will help you improve your sales by making sure you have what you need, and that you…

About this time every year, people who publish sales-related content ask me for my thoughts on what the significant trends in sales are going to be in the coming year. Unfortunately, the only trends that have been worth remarks share one attribute…

I used to track every task that showed up in my life, regardless of how it showed up or the source. No matter how large or small, if it required that I do something in the future, I captured it in a task manager. There is a sense of confidence and…

Success in sales isn't situational. I need offer no greater explanation than success itself is individual, a statement that is easily supported by the evidence. That said, here is the case for success in sales being individual, not… Continue Reading

Your standard as a leader is not what you believe to be your standard. Instead, your standard is what you allow, what you accept, what occurs without your objection or consequences. Over time, you can be lulled into expecting less from the people…

Adversity is what makes and shapes you. Without adversity, without having to push through something difficult, your development is stunted. Difficulty requires that you grow. If you are going to learn to sell, specific roles may seem better than…

Because selling is your job, you may not look at it as something more than work. Most people don't do as well at work as they could, mostly because they don't bring their best selves to that work, something that would transform their…

Or, an alternative title: Never Give Up Your Monday. Or Any Other Day.

I overheard a salesperson explain why they didn't call the client with whom they are engaged in a rather serious sales conversation. This salesperson's prospective client has…

Because I travel frequently, I download a lot of content. Most of the content I keep on my smartphone is video content from YouTube, which I treat as audio content. When I am traveling, I almost always have my headphones on, so I can block out the…