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Sales success in any organization depends on finding the “imperfect leader” who displays the attributes necessary to sustain winning sales performance over the long term. Imperfect, because they DON’T have balanced skills and competencies; they don’t possess a complete arsenal of leadership qualities. Rather they possess the critical few strengths necessary to consistently win the ...

No sorry, this is not an article about strategies to get out from under mortgage debt and sell your home quickly. It is quite the opposite. It is an article about how to take the stress out of the selling process, and put the relationship and profit back into it. For anyone who knows me ...

In sales, we all have targets or objects we’re aiming for or trying to exceed. Here I’ll share the very biggest target challenge I ever faced up to–and met–in my 20 years as a sales trainer and 50-plus years in sales. In Dubai several years ago, I met with the CEO of a major land ...

If, as someone once said, tact is the radar of the mind, then practicing DISC theory can be a valuable tune-up of your antenna. Indeed, DISC can have a positive effect on almost every aspect of managing. With each of the four behavioral styles, there’s a different way to communicate and delegate tasks to them, ...

20+ years ago I was teaching a public Solution Selling workshop in Del Mar, California. I was going around the room, asking each participant what they sell. Most attendees were selling some kind of technology based, B2B productivity improving system to a committee of risk averse buyers. I got around to ‘Richard,’ and I asked ...

Everyone has their own unique story of how they got into sales. For me, it started with a job in software implementations, in which I was promoted to manager. My staff, who were my former peers, had trouble with my overachiever management style so the company moved me into sales. Early in my sales career, ...

Have the sales in your business been growing steadily and then suddenly stall? When it comes to sales growth, many small businesses experience a period where it feels like they aren’t moving. They struggle through rough waters and can’t seem to get ahead. It’s frustrating because it seemed like you were sailing along fine with ...

Top Line Sales was engaged to help a healthcare insurance client prepare for an executive presentation following an RFP (Request for Proposal) process. Their largest customer issued an RFP which included all the services they were providing. They were very concerned, as we all know, anything can happen during an RFP. We held a War ...