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Last week, I asked the question, “Is the sales mindset shifting?” I want you to know exactly where I stand. Selling is about being tough, confident, smart, competitive, strategic, active, compelling, aggressive, professionally persistent, solution oriented, and slightly empathetic… It’s about hunting, and it’s about closing! If anyone is hoping to hear about a warm, fuzzy, cozy, softy approach to Read More

An 8% improvement in the productivity of your existing sales team will result in the same sales growth as if you were to add 27% more reps. Wow! Read More

A sales process is absolutely critical to making your number, BUT you have to have the right sales process.

Measuring activity will kill you and your team. Measure results. Figure out how your customer buys and you have your sales process. Read More

Announcing the creation of the Motivation 101 Blog fan page on Facebook! It's a new community for sales- and business people to connect and share ideas and information about staying motivated. Read More

According to an article in the Harvard Business Review a few years ago, an 8% increase in the effectiveness of your existing sales force is equal to adding 25% more reps to the team. Given the choice, I would rather work on effectiveness, here are some simple measure towards that. Read More

So first, let's dispel this unfair negativity toward persuasiveness. If we read the definition of persuade, we can see there is nothing negative or unethical or devious about the meaning of the word. Read More

Today’s social media podcast is on social media ROI or return on investment and why it’s not nearly as important as ROR. ROR is a term introduced to me by Darcy Rezac author of Work the Pond. From a social media perspective and a general marketing perspective most people are nearsighted and have serious tunnel vision when it comes to social media ROI. ROR is about return on relationship and not Read More

254, the number selling days in 2010; assuming you work a mere 10 hours a day, that's 2540 hours of selling. (I know sweetie, you work weekends too). How will you maximize it?
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A smorgasbord of things to help sales people sell better and execute. Check out info on an upcoming coming webinar, newsletter and broadcast. Read More

Instead of location, location, location, businesses should be concerned with the three Cs: content, connection and conversation. These three are what will set you apart from your competition. Read More