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The Sales New Year is Here

The Sales New Year is Here

OK. It’s time. I’m calling it. Time to let go of 2019 and start moving forward, looking ahead. I mean it. Next week is Thanksgiving. Unless you work on a very, very short sales cycle, you’re done for 2019. Every year around this time, I see companies...

Why Prospects are Rude

Over the weekend, a video came across my social media feed that was both entertaining and enlightening. The host was walking around a downtown area interviewing people and asking them what they think about sales people. Predictably, most of the sentiments were...
The Four Pillars of Logical Trust

The Four Pillars of Logical Trust

We already know that trust is the most crucial element to making a sale. People ultimately buy from people they trust. While liking someone can also affect the buying decision trust still leads the way. Science tells us that trust, at the required level powers about...
The Value of Boredom

The Value of Boredom

One of the core beliefs I hold about sales is that most sales people represent tremendous value to our clients. I have, as I am pretty sure you do, many stories of clients thanking me for helping them overcome serious obstacles to their success. Most of my clients are...
Whose Agenda is it Anyway?

Whose Agenda is it Anyway?

One of the challenges of being well versed and competent in your industry or chosen profession, is the impulse it creates to share all that knowledge. Specifically, in a sales setting, the presentations we create and are so eager to share often gets us off on the...