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Like it or not, all sales organizations are participants in the race to sales competence. How many sales leads will your organization, whether a sole-proprietorship or large sales department, burn through because your sales people are incompetent (or, at least, less competent than they should be) at selling? How many marketing dollars will you invest in various Read More

We're blessed with two nice zoos here in the Twin Cities area. I love going to the zoos with my daughter when we walk and talk and observe and drink in all the wonders of wildlife.

And trips to the massive Boundary Waters Canoe Area Wilderness in far northern Minnesota (and Quetico park in Ontario, Canada just adjacent to it) always produce wonder. There is something about seeing a moose swimm Read More

Micro-coaching is my term for a particular style of sales coaching that can pay big rewards. Micro-coaching is completed in very small episodes throughout the day, week, and month. Brief bits of sales coaching increase the number of "touches" between the coach Read More

Some incorrectly equate one call close selling with aggressive or sleazy sales techniques. This isn't the case, but successful selling in a one call close environment does require significant sales skill. The one call close seller must convert a shopper to a customer in a quick Read More

Your effort will make or break your sales career. So will your knowledge and skill and ability to add value to your prospects' lives. So will your ability to create trusting and genuine short-term and long-term relationships with prospects, customers, managers, and suppliers. But, perhaps more than any of the factors above, this prospect type will have more to do with your career success than
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For sales success to mean anything, we have to be given the opportunity to fail. The more we have the opportunity to fail, the more lucrative winning at sales can be. Celebrate sales failure. Embrace it. Commit to failing, because you can only succeed in a sales career if you also have the ability to fail. Read More

Brochures, flyers, catalogs: They're all part of the weak salesperson's selling arsenal. While these pieces can be helpful in marketing a business or a product, they are rarely much help to a salesperson in selling a product or service. Read More

Just about everything in life has a process: There's a process for getting registered for kindergarten. There's a process to get accepted into college. There's a process for having a baby. There's a process for changing the oil in your vehicle. There's a process for paying taxes. Successful selling has a process, too. Think of the selling process as a GPS for your Read More

I have a stunning admission to make: I sing in the shower.

There. I said it. I'm a shower singer: Billie Jean; Fly Me to the Moon; The second movement of Brahms' German Requiem; Single Ladies; Birthday Sex; Macarena...they're all in my shower repertoire. Our dog LuLu loves it. My wife? Not so much.

One thing I enjoy about singing in my shower is the standing waves you hit on certain pitches Read More

Many salespeople live in fear of the "hard sell." They don't want to be the guy that hammers prospects into the sale, that manipulates them to achieve an order, that puts the salesperson's needs over the prospect's. But hard selling still works. It's just a question of if you want to go there or not. Read More