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After my last blog 5 Ways to Gauge Your Sales Managers' Coaching, I heard from several clients. One VP of Sales loved the article and asked for copies for his Directors of Sales. Two heads of sales from different companies liked the post but did not want to send it out to their frontline sales managers because of my comment (see below) that coachi Read More

Selling landscape design services and products can be challenging because prospects can easily let their long-term dreams interfere with their willingness to buy a smaller project today. Read More

The ability balance the emotions and rational that go into making sales leadership decisions are what differentiate leaders from followers. Read More

I take my good friend and rising star sales guru Doyle Slayton to task for a recent blog post that states Read More

More sales is 'the' solution of choice for most CEOs in any tough time. Read my 'Recession Recipe for Driving Sales' in my free white paper... Read More

What difference do top sales performers have that most others don't have? Read More

If you walk into a room of hard core sales hunters and say, “It's all about relationships,” your audience would likely cringe. Not necessarily because they don't like the idea, but because they can't relate to the concept. On the other hand, if you were to make the same statement in a room filled with account managers and business owners, you'd li Read More

I have been saving my weekly Twitter updates on Social Media and posting them on my blog as a weekly digest. This has become a bit of a social media meme for me. It's also there for those people that don't want to scroll through all my Twitter updates to get to my Social Media Tips. Here's my 20 Social Media Tips Under 140 Characters (Part 3): Read More

If you have a small business, you know there are only so many hours in the day to get things done. You know there are also all sorts of little mindless tasks that you never do that could improve the quality of your business. Start making better use of that time than hanging out on YouTube watching cats play Parcheesi. Read More

While on vacation last week in Kauai I sat beachside relaxed and entranced by the awesome power of the ocean. I was entertained watching wave after wave hit the beach, toppling kids and adults as they played in the water. As I sat there, I became curious about how waves are formed. So I turned on my iPhone and went to the Internet in search of Read More