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Teamwork is something many people try to avoid in the workplace because they prefer to work alone. However, a team needs to be built because working alone has a number of significant disadvantages, like limited opportunity to learn and lack of feedback. If you’re about to start a company or your existing business needs to ...

5 Steps to Creating a Moneymaking Message Becoming a motivational speaker, for me, was quite a step up. I started with being a standup comic, getting heckled, flying coach and sharing a room at Motel 6 to being a paid speaker, speaking to an appreciative audience, flying first class and staying in fancy hotels with ...

Big data is an ocean of information about everything you’ve ever wanted to know, and if you can learn to use it, your sales team can be incredibly efficient with their time and tactics. Taking the time to gather information for them, analyzing what you’ve gathered, and putting it to good use will help your ...

Salespeople won’t develop a sense of empathy without first engaging in the development of another very important skill.

A sales person’s job is to promote the company, so we often take for granted they are excellent employee advocates not only in one to one customer discussions, but across their social networks. Unfortunately, data shows us this isn’t always the case. In fact, aside from product specific information sales employees often lag behind other ...

After realizing you had just lost a sale, have you ever taken the “Sales Walk of Shame” back to your car and asked yourself, “What just happened?” You didn’t see it coming. In your mind, everything looked great. Your buyer assured you that things were fine and going well. Somehow, somewhere, though…somebody else sunk your ...

Any good sales agent will have a good “feel” for what customers want and need, what they are saying, and even what they are thinking. How sales professionals gain that understanding has changed in two fundamental ways: First, a newer digital environment involving big data and analytics technologies is increasingly used to gather more information ...

We live in a noisy world. Every medium competes for our attention with a constant flow of messages. For this reason, it has become more difficult for sellers to reach the customer’s “frequency.” Gallup reports that “71% of B2B customers are indifferent or actively disengaged.” This disconnect may, in part, explain why 60% of sales ...