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Are you ready to dramatically increase profits by changing your money mindset?!!! This week Silvia Quintanilla interviews Marilyn August, a Sales and Marketing expert and author of Wealthy U. Marilyn’s shares valuable lessons about money conversations on sales calls Read More

Decision-influencers can make or break your deal. Dealing with those who would break your deal is a tricky business. But it starts by following three important rules, including not making your obstacle defensive, allowing them to lead with their vision and, occasionally, taking something away Read More

Bicycles, Filters, Mastery, and Trust… All part of the 4 Little Principles that Produce BIG Results Read More

Thinking out of the box is key in sales, everybody talks about it few do it. You can test you "out of the box" abilities, and see if you talk about it or really do it Read More

Pharmaceutical sales managers better be ensure that their reps are adding value or the can be replaced by a less expensive call centre rep Read More

I am tired of hearing B2B sales people take a passive approach to sales. Our job is to drive revenue… M-O-N-E-Y. Why would someone choose to be a front line B2B rep if they don’t have a little “hunt” in them? Maybe it’s because they like the money, but there is a difference between selling and taking orders.. Read More

Five years or so into my sales career I learned a lesson that still looms large in my brain. Here it is:

The best way to learn something is to be responsible for teaching it to someone else Read More

I think the biggest mistake sales people make is giving out their company website to prospects. Whether on a business card, in an email, or on LinkedIn. You’re losing sales leads with this foolish little move.

Think I’m crazy? Okay, answer me this.. Read More

It took me just over a year to realize I was being coached. That’s how good Bob Barham was. His was the best coaching/learning model I’ve ever seen, and it’s absurdly easy to do Read More

Many salespeople fear silence during face-to-face selling interactions. If the conversation gets silent for too long, the typical salesperson pummels that divine silence with words, often in the form of gibberish, repeating what has already been said, or inane questions such as "Are there any questions I could answer? Read More