In this series on building sales character, we have been following a proverb that I believe comes from ancient Jewish tradition (Mishnah): Watch your thoughts, for they become words. Watch your words, for they become actions. Watch your actions, for they become habits. Watch your habits, for they become your character. Watch your character, for ... Read Post

There are few, if any, careers that are as versatile, portable and dynamic as sales. I use the word career intentionally because, despite the overwhelming numbers of people who end up in sales, too few of them see it initially as a career option. Most simply default into it and thereafter kind of settle for ... Read Post

Did you know that 90% of information transmitted to the brain is visual? It makes sense when you consider that the human brain processes images 60,000 times faster than text. This is precisely why we built Pipeliner CRM to be the most visual CRM available on the market. In Sales, time is always of the ... Read Post

What are they really afraid of — your truth or their truth? It’s definitely a combination of both: what they see you doing in the market and what they observe when they examine their own plans and strategies. Read Post

Do you believe that if you do a good job during the sales process, then closing is simply a natural conclusion? Not something in and of itself and certainly not something to fear but simply the logical next step? Or – Do you believe that closing should include clever closing techniques (think Colombo), negotiating, handling ... Read Post

I often ask senior executives what they think the biggest weakness is within their sales team. A common answer is that their salespeople need to get better at closing. But here is the thing I’ve learned from three decades in the trenches… The perceived problem is rarely the real problem – inability to close is ... Read Post

Nobody wakes up one morning and automatically gets placed in a leadership role. Why? Because being a leader takes dedication, time and hard work. As a leader, the success of those around you depends on you. So what qualities should you look for in a good sales leader? Is it someone that is consistently able ... Read Post

While many things have changed about Sales over the years one thing has not and that is the almost perpetual motion associated with being a salesperson. What salesperson doesn’t have stories about doing calls in the most bizarre places and circumstances? But at least now we have the technology not only to keep pace with ... Read Post