The elements–water, fire, earth and air–are reflected everywhere, for example in landscaping, architecture, martial arts and in many different philosophies. In my new blog series, we’re looking at how they are reflected in sales. Let’s continue with more about water. As discussed in the last blog in this series, it all begins with water. That ... Read Post

Believe it or not, the achievement of a sales quota is simpler than you may think. Just look to a sales genius and one of the greatest innovators of our time, none other than Steve Jobs, and practice one of the principles that made him great: “People think focus means saying yes to the thing ... Read Post

The "long dollar" is the most valuable prize coveted by sales; it's a dollar that keeps on giving to the sales person and to the organization. Read Post

When it comes to building a business, there is a huge difference between being an expert and being an entrepreneur. Experts come up with great ideas, products, and solutions, and that’s fantastic, but entrepreneur know how to make a sale, and without sales, you have no business. As an expert, this has been a painful, ... Read Post

Instead of just a sales department, build a selling organization that coaches, encourages and rewards behaviors that contribute to financial goals. Read Post

Twenty six page corners turned over! Without checking, that might be an all-time high, for my frequent readers you know that is how I judge the quality of the book I am reading—(how many page corners I turn over while reading any new book). Keeping it simple: if you want to “up your sales game”, ... Read Post

So you are now well into Q3, Q4 is looming around the corner, and perhaps you are well behind where you need to be revenue-wise. Perhaps you have lost some big opportunities and you are feeling pretty defeated. If this sounds like you then consider a lesson from 1776. In the winter of that year ... Read Post

Sales trainers, you must keep one very important thing in mind—customers don’t attend your training, only salespeople attend. This seems like an obvious statement, but many sales trainers don’t act as if they understand this. It means all sales trainers are faced with a significant limitation. They can only influence what salespeople are going to ... Read Post