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Generating sales results is the results of how we invest our time. Taking an inventory of how you invest your sales time is the first step to improving how you invest your time, and clearing the calendar to spend more in sales-related endeavors Read More

Nutrition is often top of the list for a healthy mind and body. Don’t forget that if you run a business, it is also organic, growing, and in need of nutrition.. Read More

Those companies simply paying lip-service to the adage that Customers Come First and the Customers are always right need to embrace change head on.. Read More

To excel in sales (or anything else) requires the lifelong pursuit of mastery. Your personal and professional development is your responsibility. If you would be great, you will take responsibility for your development and not wait for you company to do something for you—or to you Read More

I've seen this video scores of times but it never fails to send shivers up my spine.

The lessons are abundant: adversity, striving, being down, cooperation and success. These are principles which we in business can all strive for Read More

Your SPARKLE words should always include some kind of specific, value-perceived offer . . . something your prospective sales leads (individuals or organizations) can get in return for responding to your marketing message, along with a description of what step or steps need to be taken in order to “cash in” on the offer Read More

In the case of a “volunteer” director on a board, can you imagine explaining to your spouse that your family may face the loss of your home, business, savings, etc. when you have been volunteering for a church, service group, social activity, or other worthwhile cause and are named in a lawsuit Read More

The knee-jerk response of any self-respecting sales rep or manager is an indignant, “Of course I’m a change agent!” But, as anyone with a complex sell cycle knows, the biggest competitor is “do nothing,” and the underlying reason is the no-guts, change-resistant customer. If a sales rep is a change agent and therefore an agent of change, how can this be so Read More

Almost all clients buy on benefits. Your clients will imagine the benefits that they will get when they use your product or service, so make sure that you nail these down. Here is a list of 5 tips that you can use to figure out benefits that you can include in your sales letters. Read More

Timing is fundamental to success in sales, and timing is triggered by events, internal or external. In this three part webinar series you will learn to leverage trigger events, and what to do when you are at the right place at the right time Read More