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 […]
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 […]
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 […]
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 […]
Talk about tiny actions that produce incredible results, this is going to be the challenge for you! One of the least effective areas of most salespeople’s practices is also the one that, if mastered could be the difference between Mr or Mrs Average, and Sales Superhero – and I’m not […]
In a recent company consult, I came across an “all-too-familiar” scenario. The company had team of 10 Sales Representatives. The company had a great product. They had an external automated lead-generator service provider that was costing them in the region of $ 1000-00 per month. It was an automated, 7 […]
Few would argue that we are experiencing tough times. The market place is in a state of tremendous flux. Prices can change significantly based purely on a politician or businessman’s comments. Competition in some sectors has become fierce with new company’s entering the fray daily (with many trying to disrupt […]
I am going to issue a challenge today, to folks who are happy to put in a bit of effort and attempt to boost their productivity and sales! It’s not a magic pill people – it’s going to require some effort, so if you’re not up for the effort, feel […]
For me it’s always disappointing to have a door closed by a potential prospect. In all my years of selling I think there have really only been a handful of folks that, I believe, have behaved really poorly and that I was quite happy to never have to deal with […]
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