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Experience and perfection is one of the best ways to sell more. There is a relationship between selling and asking questions. This is an analogy on how to sell more by doing and perfecting so ultimately, you perfect your craft. Read More

There's a cautionary tale for sales people and a recipe for turnaround success in the story of Descartes Systems Group (TSX: DSG). Descartes has gone: from (i) huge success to (ii) almost total failure to (iii) turnaround success (revenue is now up 50% from 4 years ago and profits are 10 fold higher). How did they do it? The answer is ... Read More

Our ability to laugh and recognise humour in all situations is, I think, an important factor in humanising ourselves and enjoying what we do. This article celebrates a year of cartooning experiences and surreal thoughts on the sales world and looking forward to many more. Read More

Just as you can't motivate a seed to grow (you can only provide an appropriate environment that will allow it to grow), managers can't motivate employees. Read More

1. Power - It isn't about who has the most authority. It is about who has the most influence. Develop unity among the most persuasive members of your team. 2. Character - Integrity is the strongest foundation when building long-term success. 3. Hope - People quit when they don't see a light at the end of the tunnel. The leader must... Read More

I recently had lunch with a highly successful VP of Sales. He explained that he was frustrated with the members of his sales management team, who he felt were focused only on results. He worried that they were not spending any time developing their salespeople Read More

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