Our great profession of sales has a bad name, doesn't it? Many people use the term "sales person" as a label for anyone they think is pushy, lazy and dishonest. This is a nightmare for professional sales people who don’t deserve this ...

If you have time to think about it, you have time to do it...  Think about this for a second: if you added up the amount of time you spend thinking about doing things and put it all together, how many of those things would you have ...

I focus on how I can make a difference The value that I can bring to my prospects and customers lies in nothing other than making improvements to their current situation. Whether that’s making them faster, more efficient, more ...

Are your people growing or just repeating the same year again and again?   You’ll certainly have encountered the phenomenon of the multiple ‘year-one’ salesperson before, but are you nurturing such people more than you ...

Some call it management by walking around. Some call it management by personal touch. Whatever name you want to give it, there are strong arguments for upping your face-to-face activity next time you need to deal with a member of your ...

One of the best pieces of advice I have ever read was the one above. It’s brilliant because it is transformational … it doesn’t mean that I have to do all the work. It doesn’t mean that everything falls in my lap all the time. It ...

In sales, your level of success is strongly related to the type of questions that you ask. If you ask great questions, you will get great answers, engagement, create discussion and unlock potential buying opportunities. If you ask ...

What is your relationship like with your sales target?   Are you in love with your sales target? Are you in a committed relationship with your sales target? Do you hate your sales target? Do you love or hate your sales ...

Monthly targets are critical to you, your sales team and your company. Your status is set based on your ability to deliver on those targets. Make sure you hit them every time with these six tips:   1. Set yourself a target ...

I want to share the sad truth about why people suck at sales. I'm busy assisting several clients to increase their sales team’s results and they all have 3 HUGE challenges that are the main contributors to their lack of sales: ...

Here’s a definition of sales we really like:   " Helping others to be better off in terms of their wants, needs and objectives whether known or unknown, than where they are currently."      Like so many ...