While 90% of sales reps tend to remain stuck working within and producing up to (or more likely down to) their invisible dollar sign, the good news is that about 10% of sales reps find ways to raise the number…

Invariably while cold calling you will run up against a prospect who just doesn't want to listen to anything you have to say. At this point it is important to learn a few techniques that just might get them to…

I once heard that someone who doesn't read is no better off than someone who can't read.  In fact, if you're like most people, much of your self-talk and attitude, through most of the day, would indicate that you don't…

I don’t know about you, but for me this is the time that I solidify my goals for the New Year.  As always, I balance my goals and set them in all areas to maximize my growth as a person…

Are you a manager or business owner looking for a way to have a better year? Follow these top five priorities to improve your sales team and make your revenue numbers for the year ahead: 1) Upgrade Talent. Your team…

Because of the personnel cuts over the last 24 months, you’ve probably noticed (even at your own company!), that many companies have laid people off and more work is required of those who are still employed.  What that means to…

Every so often, prospects will want to speak with someone who is using your products or services just to make sure they are making the right decision. And every so often prospects will use this as a smokescreen objection to…

It only takes a minute to proof read your emails, and I’ll tell you now I’m always glad I did.  I almost always make them better, and when I hit the send key I know I’ve sent out the best…

What's one of the biggest differences between the top 20% and the bottom 80%? The bottom 80% are still using stale, phony techniques that don't work, and they are still trying to trick the gatekeepers and assistants as they try…

It’s like a professional sports coach.  What do they do?  They design the best plays and then coach each athlete to use the best techniques and skill sets on every play.  That’s why they study and break down game film…

The fact is, top 20% producers still find ways to make their quotas in summer, and they also find ways to set up the end of the year so they exceed their revenue goals, earn their bonuses and have a…

Last week I spoke at the first Los Angeles chapter meeting of the AA-ISP (American Association of Inside Sales Professionals), and it was great. What I especially liked about it was that it gave me and all those in attendance…