“A man (or woman) who is trained to his capacity will gain confidence. Confidence is contagious and so is lack of confidence — and a customer will recognize both.” This is a quote from the immortal Vince Lombardi, considered by many to be the greatest coach in football history. It’s also a quote that should ... Read Post

Most sellers don’t want to think about their sales process. After all, it’s more ‘Art’ than ‘Science’, comes naturally and every sales situation is unique. Let the sales leaders think about it, the sellers just want to sell. So, what are the benefits of a Clearly Defined and Adhered to Sales Process? A baseline, representing ... Read Post

Here are 13 unconventional, bold sales maneuvers that can rapidly snag a deal for a salesperson. It truly means thinking outside the box Read Post

You know what they say: there is no “I” in team. But does every sales team member behave that way? Unfortunately, no. Lack of motivation, complacency, and negative competition are common problems in sales teams, and they are a nightmare for managers. If you are faced with the same problem, your team may be struggling ... Read Post

To begin, I must re-emphasize what I said in my last article in this series on Salesperson Fitness. The ancient Greeks brought forth a philosophical approach of separating the mind, body and spirit so that you could, if you wished, only live for one of these–an attitude which in some quarters continues today. Even though ... Read Post

That time is upon us once again–that time for sales resolutions. What are we aiming to do next year to vastly improve on this year’s sales results? For professional salespeople, year-end holidays can serve as a time for reflection on our work over the past year, results, and the impact we’ve had on our co-workers, ... Read Post

Influence leads to sales. But the real measure of your influence is determined by how your customers behave after the sale. Read Post

Two weeks past Christmas, people are still lined up at the service desk to return that thoughtful gift from Aunt Betty. The oversized shirt. The ugly sweater. The kitchen gadget that hasn’t seen daylight since being packed in China last August. Each year we’re enlightened with new insight about which gifts not to give. According ... Read Post