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Honesty and integrity are defining characteristics of successful salespeople. The fact that they are table stakes doesn’t mean that aren’t part of the client’s evaluation and selection process. Read More

No one likes to be micromanaged. But being successful and doing quality work require that you micromanage yourself, keeping yourself on task and focused. Read More

Even if you change nothing about the sales process (which I very much doubt), it is necessary from time to time to review your sales process, to take an inventory of what is working and what isn’t, and make adjustments and improvements. Give your sales process an expiration date. Read More

Smart companies hire salespeople who already possess the attributes that are required to succeed in sales, and they know that they can’t change people. But people who want to can and do change themselves and we all posses the ability to be something more than we are. Read More

In most cases, sales processes are effective enough, just like most business strategies are effective enough. The performance gap is in the execution. Sales has never been more difficult and more complex than it is now. But the answer to the complexity isn’t process alone; instead it effective process integrated with the timeless principles that success and sales success has always built upon (pl Read More

The term “trusted advisor” used to mean that the salesperson had the business acumen to help their clients achieve better outcomes. It has now come to mean something less; namely, the false idea that trusted advisors don’t sell. Read More

If your sales are not what you want them to be (or what you need them to be), know that the outcomes that you are now getting are the result of who you are and the actions that you are taking. If you want your results to change, then you have to change. Read More

Everyone knows that the top 20% of salespeople generate 80% of the results. This is a surefire plan to not be bothered with the pressure of getting results or having to carry the bottom 80%. Here’s how to maintain your place in the bottom 80%. Read More

Sales is getting too soft. This is not a call to return to the hard sell, but instead a reminder that the outcomes that we in sales want and need have not changed. Being professional and being too soft are two very different things. Read More

Passionate engagement separates the successful from the less successful. It separates the masters from the dabblers. Great salespeople are passionately engaged in all that they do, their clients feel it and they buy it. Read More