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Nothing happens until we start doing it. We won't get that meeting unless we pick up the phone. We won't understand what it takes to get that order until we ask. We won't get that order until we complete all the work of configuring a solution and completing the proposal. Our manager will not stop h Read More
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Sometimes we believe that what we need to succeed is new leads, better leads, leads that would be easier to “get in.” You don’t need better leads. Read More
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Did you know that 80% of all trade show sales leads are never followed up on. Did you also know that 80% of all leads are not ready to buy and that 80% of leads don't purchase until after the 5th contact. Read More
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I've always admired the connection with the customer that my fashion industry clients have--it's something all of us can learn from. These clients are always trying to understand what's hot with their customers, what drives them, what are the great trends or fads they will buy. They focus intently Read More
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The company set my quotas, but I had goals. Quotas and goals are not the same thing. My Goals exceeded the company’s expectations. The company’s vision was bottom line numbers, but I had a vision for my entire life and my sales goals were set to achieve that vision. Their quotas became irrelevant. Read More
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Sales people need to set boundaries on how long they are willing to be kept waiting before moving on from a meeting. After a certain point the outcome is more than obvious. Read More
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Business Acumen has been identified by sales leaders as the critical sales skill in order to compete and win in the new era of leaner and meaner sales forces. Read More
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Your rituals are the behaviors that you commit to that have no end. It is their consistency and their endlessness that make them the driving force of your results. Read More
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I’ve heard ‘em all. Every reason why creating and maintaining an e-Rep is a great idea, but not for me because…

* I’m too busy
* I don’t know what to blog about
* I’m no tech whiz
* It’s too complex
* It’s too hard to learn how
* I’m a sales pro, not a techo-geek
Read More
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Do you have trouble getting started prospecting first thing in the morning? Are you distracted? Avoid distractions; don't check email first thing in the morning. Read More
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