You know the mantra. Your sales practice is only as good as your quiver of arrows, and your aim. It’s only as good as your attitude, your product, your leads, your proposal, and your closing skills. Is the mantra always true? How could it be? There are factors—variables—coming into play. These variables affect each stage ... Read Post

Seven questions that will change your life Problems. Issues. Stuff. You could be forgiven for thinking today’s business environment is full of all of these. Big ones, small ones. Old ones. new ones. And your sole aim in life seems to be to reduce their number, and reassure yourself that someday, when all these problems ... Read Post

It might seem odd to try and pin a ”higher meaning” on sales. Aren’t salespeople mainly in it for the money? It would sure seem that way, given how salespeople are portrayed in the media and in popular culture. But let’s take a closer look. The Search for Meaning How important is meaning to a ... Read Post

Let’s face it, we’ve all had stinking-thinking at times. Why is it some people always have great things happen to them? It’s called positive thinking. As Hafiz says, “The words you speak become the house you live in.” So what type of house are you living in within your head? It’s been proven that our ... Read Post

The sales department and the HR are very different – sales are mostly results driven and numbers-orientated while HR is more focused on individual employees that make everything happen. Therefore, finding common ground is sometimes rather difficult, but a strong relationship between the two is essential to business success. The different natures have always been ... Read Post

It’s the key question every leader needs to ask:  Do you have a “Noble Purpose?”  Or do you just sell stuff? The answer is directly linked to your profitability. The data is clear, organizations with a Noble Purpose (that focus on improving life for their customers) outperform organizations that are focused on hitting financial targets. ... Read Post

For some, failure can mean the end of the road on some activity, venture or goal. But that is only true if you give up and just stop. For me—and for many others like me—failure in some area can act as a valuable learning experience that further enables success. This new series of blogs illustrates, ... Read Post

Understand that the way to repeat business and continuous referrals is to serve customers in an exemplary fashion and not flog products and services at them. They don’t differentiate between sales and service; serving begets sales. They realize that in the long run, the customer relationship is the primary value sales creates for the organization. ... Read Post