Blog Category // 2011 (2)

You aren’t unable. You are unwilling.

There are two sets of problems that salespeople face in producing results. Salespeople get the two sets of problems ...

Your Sales Results Are the Result of Your Choices

Your sales results are the consequence of the choices you make. There are three fundamental choices that determine your ...

The Only Motivational Speaker You Will Listen To

There is really only one motivational speaker that can help you produce better results and live a happy and fulfilled life.

Be Productive and Reach Your Goals with Three Monday Morning Questions

The quality of your workweek and your effectiveness is determined by the questions that you ask yourself—or fail to ask ...

Why You Need To Ask Your Client About Their Spending Early

Some salespeople are fearful to ask their prospective dream clients how much they spend in their category early in the sales ...

How Do You Sound to Others?

Last night I had the terrible misfortune of flying home while sitting across the aisle from two women who were “talking.” ...

Keep, Start, Stop

You are thinking about next years goals, right?  All you have to do is make three lists. That should be easy enough, right?

But No One Is Buying Now

The holiday season can be a tough time for salespeople. Many of their clients and prospects take time off, and the ones that ...

Thoughts on Tools for Managing Client Relationships and the Sales Process

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...

Building Consensus

In larger, more complex sales, it isn’t likely that there is a single decision-maker. It’s more likely that major decisions ...
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