I don’t know you, but for me this week between Christmas and New Years Eve is the week that I solidify my goals for the New Year. As always, I balance my goals and so set them in all areas to maximize my growth as a person and as a professional. I have goals for […]
What the Top 20% Really Make
You know how big I am on the 80/20 rule in sales. I see it in every company and industry I work in, and, as many of you know, I’ve dedicated myself to helping sales reps and companies elevate their skills and techniques, so they can start producing sales and income like the top 20% […]
The iPhone App I’d Like to Own
Your results in sales – and all of life – are completely dependent on what you think about all day long. Your thoughts lead to your actions, and it is your actions that determine your results. But everything starts by your mental attitude, by what you dwell on all day long. I’m sure that you’ve […]
What Kind of Closer are You?
There are two kinds of sales philosophies out there and while they both accomplish the same thing – closed deals – they go about it in very different ways and with very different consequences to the closer. I’m very familiar with these approaches because I’ve practiced both of them, and in my consulting and coaching […]
Stop Worrying About Sales
Someone once said that worrying is praying for things you don’t want to happen. What a great saying, and, like all sayings, there’s a lot of truth in it. When you think about it, praying is when you concentrate on one thing and then you meditate or "pray" on it to the exclusion of all […]
What Are You Worth?
The other day I saw an interview with T. Harv Eker, author of the best selling book, "Secrets of the Millionaire Mind." He said something that I thought was amazing. He said that he could speak with anyone for 10 minutes, and in that time he could predict their entire financial future. When I heard […]
5 Mental Attitudes of Winners
Success in sales, as in all of life, starts by first developing and maintaining an expectant attitude of success. Simply put, all top performers expect that they are going to succeed, and because of this they consistently take the actions that lead them to achieve their goals and become successful. It is their mental attitudes […]
How To Make Your Sales Manager Better
I consult with a lot of business owners, and I hear a common complaint: “The sales team isn’t making their revenue numbers and my sales manager doesn’t seem to know what to do to get them to improve. What should I do?” After reviewing their sales processes, their training program, sales scripts, etc., I always […]
The 4 Secrets of Leadership
Can you name the one or two best sales managers, or business owners you ever worked for? If so, how did they make you feel? What qualities or traits did they have in common, or which ones do you most try to emulate in your own company? I work with a lot of business owners […]
Three Ways to Connect With Your Prospects
What’s the first thing that goes through your head when you get a call from a sales rep? If you answered, “I can’t wait to get them off the phone,” then you’re not alone. In fact, when a telemarketer calls me up at home and says those words that immediately identify them as a sales […]