After 37+ years in sales, as the top sales rep in three industries, successfully growing my own businesses over the years, and watching and coaching thousands of other salespeople and business owners, I’ve learned what it takes to be successful in sales and business, and by the way, those two are the same thing. If […]
How to Grow a Successful Sales Business Read More »
Lately I’ve heard two sales ‘gurus’ in particular talking a lot about the importance of tone and how to use it when selling. By the way, tone is not the cure-all I’m talking about, it is actually one of the results of using the cure-all. As a side note, both the ‘gurus’ I’m referring to
A Cure-All That Significantly Increases Sales Read More »
I’m writing this article on November 10th 2024. Recently I’ve had A LOT of people asking me how to stay motivated. Whether it’s the very contentious election that’s still wrapping up, at least on the House side, or the fact that we’re getting to the end of the year and the holidays, I’m not quite
How to Stay Motivated When Selling Read More »
When I talk about being great in sales, I’m not talking about simply hitting your sales quota, I’m talking about being the best of the best, and not for a month, or a quarter, or one year, I’m talking about consistent sales results that would put you in the top 1 or 2% of most
The Unvarnished Truth about What it Takes to be a Great Salesperson Read More »
The “how-to” behind building a highly-effective, competition-dominating, sales machine is actually fairly simple. What isn’t simple is executing the steps and sticking to the plan. The dedication and resolve necessary to start and complete the process is where the majority of people fail. That said, if you’re ready to skyrocket sales in your organization, here
How Successful Sales Leaders Build Their Sales Machine Read More »
In a recent survey, customers said that the #1 reason they do business with a particular company is because of a relationship with someone within that company. The same survey also showed that 97% of customers did business with a particular salesperson because they liked and trusted that person. Thus, as salespeople, having a strong
5 Tips for Building Strong Customer Relationships Read More »
Many of the most successful salespeople are not Rhode Scholars and they possess no particular talents or gifts. Some might say, “Well, wait, they have the gift of gab. That’s a talent.” Yes, some do, but many do not, and many are introverts who are not super-comfortable on the social scene. That said, they are
Key Sales Success Traits that Require No Talent Read More »
In last month’s article, I wrote about six success traits of top salespeople. In this article I’ll cover six more. As a refresher, here are the first six: a positive attitude, being action oriented, being prepared, being businesslike and business-savvy, the ability to stand out from the crowd, and finally, likeability, trustworthiness, and the ability
Six More Success Traits of Top Salespeople Read More »
There are six important success factors that top salespeople possess. Although some of these factors are arguably more important than others, they are all critical to a salesperson’s success. When I talk about top salespeople, I’m referring to people who are great salespeople and great human beings. Over the years there have been salespeople who
Six Sales Success Traits Read More »
In sales you simply must stand out from other salespeople, not just the ones in your industry, but ALL the salespeople that are calling on your prospects and customers, as they are also competing for their time, attention, and money. Here are several ways to be unique in sales. 1) Exceed customer expectations.Go above and
How to Standout from Other Salespeople Read More »
Have you ever thought about incorporating a sales trainer that can coach and motivate you? Do you think a sales trainer might be the missing piece of the puzzle in your sales journey? If you’ve thought so, then help is right here.
