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Want a sure fire way to stay motivated and moving forward? Choose optimism! Even though most of us think optimism is a characteristic we're born with, the truth is it's a choice we make every minute of every day. Read More

Check out these 10 tips for guaranteed sales success. Each tip includes a BONUS article! Read More

This is Day 2 of the 28 Days to Better Selling with Shane Gibson. Today's focus is on developing a set of criteria and aggregating your referral sources and centers of influence to help you maximize and prioritize your referral generating opportunities. Today's assignment is: 1) Brainstorm all possible criteria for CIO and referral sources Read More

A conversation with my 3-year old causes me to reflect on my ability to get people to listen to me. I've discovered the need to earn listenable status. Read More

Today is Day 1 of the 28 days to Better Selling. Over the next 28 days you will work on 28 small shifts that will add up to a significant improvement in the way you sell. Today's topic is on “The ABC's of Targeting.” Watch the video ( or direct download) here, and complete the 5 steps outlined below: 1. Make a list of all possible criteri Read More

Well, here it is. Top Sales Blog is now a year old. I wanted to share the success I've had over the past year, let you know where this blog is going in the future, and take some time to thank all of you - my readers. Read More

Do you confuse product training with sales training? Read More

In case you haven't been tuning in recently, the whole question of sales ineffectiveness was brilliantly raised by Dave Stein. It's not just a great question for sales professionals; it's frankly the ONLY question. Dave rightly asks “The root causes of sales ineffectiveness are clear. There is plenty of sound advice about how to fix the problem Read More

Wondering how you're ever going to accomplish all the goals you've set for yourself? Maybe it's time to stop worrying about "How?" and to start asking a better question: "Why?" When it comes to motivating yourself to achieve your goals, there is no better ally that your unconscious mind. This article describes how the "Why?" question Read More

Choose your words wisely. They carry a big impact. I've always coached people to refrain from saying things that plant negative seeds. You know those nasty statements that you can never take back. I'll share two examples. Read More