Three Strategies to Make Sales Role Play More Successful I can hear the resistance as I write this blog. The list of excuses and reasons why we do not have time to role-play and why role-playing does not work reverberates in my ears. I believe in the world of sales, role-playing ranks right up there ... Read Post

A compensation plan that works Note: This blog is an excerpt from my new book Creating High Performance Sales Compensation Plans. When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for any company that is diverse. Each has its own business, margins and mix of products and services. ... Read Post

How many boring presentations have you been subjected to in your life? Depending on the role, you can multiply that by ten, twenty or fifty for your prospect! Why does this matter? Boring presentations are unsuccessful presentations. They fail to differentiate you from the competition, hold the attention of busy prospects or motivate them to ... Read Post

Relational Intelligence definition: An ability to handle complex human relationships A client recently related a story to me. “Jane,” she said, “There is a young woman in the office next to mine. Next to me–two pieces of door molding between us. This woman put a meeting on my calendar and marked it urgent. At the ... Read Post

Fitness is an interesting subject. It certainly means staying bodily fit–and the tens of thousands of gyms seen all over our cities serve as reminders of how much attention people have on toned physiques today. But it also means staying fit in mind and spirit, and in fact, it’s a coordination of all three. In ... Read Post

What would you say if I told you that there is actually one sales question you can ask, that will tell you more about someone that any other question you could ask? When trying to learn about another individual, there are a few indisputable facts. To start with, it all begins with trust, and here ... Read Post

Why are most sales people always selling? Why does the role call for a specific agenda to be played out when a customer is engaged with “make the sale” or “heat ’em up for the close” as the prime objective? Typically, to push for the sale requires a sales agenda-driven conversation to be one-way FROM ... Read Post

Twas the night before forecasts, when all thro’ the halls, Not a seller was stirring, no one was making those calls; Prospect lists were hung by the computer with care, In hopes that some orders would soon be there; Anxious Managers were nestled all snug in their rooms, Where visions of better predictions, and hitting ... Read Post