Brand Me

It’s incredibly fascinating to me how one computer company can put out a new machine and we happen to notice it at our local store, it’s release hardly a fanfare, while another company can release a product and people will literally camp out overnight in order to get in first […]

YOU DON’T HAVE A CLOSING PROBLEM….!!

I get hired because people and companies want to improve their sales and generate more revenue. Inevitably most conversations include the term – “We want to close more business or close more deals/sales etc” in some form or another. Generally, people are looking for the “silver bullet” – the “mega […]

Both … And!!

I remember my first day in my corporate sales career as clear as yesterday. If, for no other reason than my introduction to the top salesman in the branch of the insurance company I had joined. He was earning over a million bucks a year in new commissions and another […]

Just 1 more – Just 1 more

In many respects it seems that I was destined for the sales business from the start, as I was negotiating with my parents from as early as I can remember. Just like any other kid, I wanted more of what I was enjoying at any given point and my “go […]

Time to Rest – All work and no play…

In the last couple of consultations with clients, maybe because many folk are scrambling to make things happen as COVID has impacted their businesses, I have found an increasing number of people that are literally burnt-out or fast approaching burn-out! Media is suggesting that one of the greatest impacts of […]

YOU CAN’T CONTROL THE RAIN !!

So we are focused! We can visualize our goals! We can taste them, we can feel them, we can get our emotion into them. We can imagine ourselves walking, talking and breathing in our new dream and it’s rocking BUT it’s raining outside and RIGHT NOW my reality is just […]

5 Point Roll?

I remember back in my college days, I decided to attempt a parachute jump. This is really funny for those of you who know me because I am not great with heights (actually I’m atrocious with heights.) There was some logic going on though, as I thought it would cure […]

Strategy, Patience, Attitude, Discipline, Execution – SPADE – Brad Thomson

Another little acronym to help remember some key points. As we dig for gold (our goals, dreams, visions), here’s an easy way to keep us on track. Strategy – The difference between a dream and a goal is that a goal has a deadline and a plan. Have you broken […]

SOME THINGS NEVER CHANGE!!

It is quite amazing to look back after 30 years in sales, to see what has changed and what has stayed the same. Computers, laptops and PDA’s have largely replaced rate books, flip folders, flip charts … sales “presentations” are more tech savvy and “sexy” … Massive strides have been […]

As a Sales Professional – Are You Still Pitching…?

Before I begin, maybe we should get on the same page? PITCHING: a definition. A, somewhat rehearsed presentation, stating a product or service’s benefits, presented with the intention of persuading another person to purchase said products or services as soon as possible. OK so the pitch is a […]