How’s Your Serve?
There once was an aspiring tennis player who was determined to win his local championship. He practiced every day, for hours on end, using an electric ball machine to perfect …
Passing The Baton
If you’re in sales, you know the all-important role of the “hand-off”: that point in the process at which the sale you’ve successfully made gets passed on to the other …
Why Everyone’s In Sales—Whether They Know It Or Not
With school starting up for fall, I was reminded of an experience a colleague of mine recently shared about applying for a position at a small college. It was a …
Three Sales Tips for Slow Days
So it’s a slow day. In sales, a slow day can seem like death, because no one likes to be rejected. Salespeople are no exception. Rejection stings, and it is …
Referrals Rock! Are You Leveraging Referrals to Grow?
Your current clients are your biggest fans…are you asking for referrals on a consistent basis? If not, it’s time to get busy! The advantages of working by referral are obvious, …
LOVE All Your Customers!!
February is here and LOVE is in the air. But what about loving your cranky clients? And the crazy ones too, not to mention the cranky crazy ones?…they take the …
5 TOP Traits of Top Performing Sales People
We are often asked what makes a truly successful salesperson, one who consistently ranks in the top 5-10% of their peers. You may be surprised to hear our answer. It …
The Myth of Multitasking
The phone is ringing, your Outlook notification center is alerting you to every email that arrives the minute it arrives, and Marv is standing in your doorway asking for yesterday’s projections. You’re …
It’s Never Too Late to Plan
Every year about this time, a familiar chorus echoes throughout the offices I visit, “How is it already November?!?” I can’t explain it, but the end of the year sneaks …
Giving Thanks
Recently I spoke at a national conference, and a few days after I got home I got a surprise in the mail. A wonderful thank you letter from someone who …