If you have two reps doing exactly the same things, high activity, strong energy hunting in their patch; the big differentiators of output and results are emotional intent and positive attitude. Positive intent and a smile are infectious. Sales is an extremely repetitive job so the only way to save your day is true selflessness ... Read Post

If the all-encompassing Pareto principle has something to say about it, around 80% of the work that goes around in any given company is done by just 20% of its employees. This makes those hard-working employees, especially sales personnel, the true secret asset of any business, and is the main motive why certain firms manage to ... Read Post

Like everything else in the modern age, sales changes at an incredible rate. The buyer of today has far more power than they did yesterday, armed with all the information the Internet has to offer. They keep to their own buying schedule, without the guidance they might have previously had from a salesperson. Because of ... Read Post

Wouldn’t it be great if you could increase your customer retention while also improving your employee retention and engagement? Defining who you are as a company is a great way to do this, but you can also accomplish it by taking your company culture and using it to define overall goals. Ask your employees how ... Read Post

Standout leadership doesn’t have to be complicated; it doesn’t have to conform to doctrine advocated by leadership gurus and HR pundits  who advocate a more theoretical model. In my experience, leadership that sets you apart from the crowd boils down to how well you practice these 10 basic human acts, not on how well you ... Read Post

In today’s business environment, Sales and Marketing are often divorced. In fact they often behave just like a divorced couple, constantly pointing fingers at each other, most frequently over lead quantity and quality. Marketing says that Sales isn’t taking advantage of the leads they have, and is wasting them. Sales, on the other hand, is ... Read Post

Top sales experts Kurt Shaver and Tanya Pluckrose will speak at this event - register now to reserve your place. Read Post

Imagine my surprise when the national sales manager said to 60 of his top associates, “At lunch the sales team and I decided we have no idea how we managed to sell anything before we met Patricia.” He told me, “It takes a year for us to have the opportunity to deliver an hour presentation ... Read Post