Sales & Motivation

Mistake #1: Thinking that servicing accounts is more important than selling new ones I once had a coaching client show me a stack of folders and say, “This is why I can’t be out calling on new clients.” When I asked what had to be done, she picked up the first folder and said, “I’m […]

Over the years people have asked me if I have daily rituals, habits, or a schedule I follow. While it’s varied a bit over the years, and I’ve tweaked it here and there, here’s my current daily schedule, and pretty much what I recommend for salespeople, entrepreneurs, and business owners… By the way, this tends

What follows is a list of most important rules followed by the top 1% of salespeople. Burn these into your brain by reading them every morning when you first wake up and right before you go to bed for the next 30 days. After that read them once a week. Rule 1: My most important

Sales is a profession that requires you to be “up” and motivated most of the time. It is also a profession in which you can get knocked down very quickly from the amount of rejection that’s required for success. As a result, one of the biggest questions I get from salespeople is: “How do I

Early on in my sales career I was lucky enough to be in the top-producing office of a financial services firm. In that office we had the top two producers in the country, out of 1800. We also had 3 more in the top 20. Here are the elements of that office that made it

  Even if you hate the New England Patriots, you have to admit they have a formula that works. And the truth is, their secret sauce isn’t so secret, in fact, it’s rather simple and obvious. While simple and obvious doesn’t mean easy, here’s how your team can use their formula to dominate their own

A salesperson’s most important activity is talking to qualified prospects. The biggest enemy of the salesperson is anything that distracts him or her from working on that most important activity. Distractions come in many forms, some obvious and some not so obvious. Here are those distractions along with their solutions.   Seven Distractions that Keep

Leading a sales team to victory is not an easy task. It takes discipline, resolve, and the ability to make tough, and sometimes unpopular, decisions. At its worst sales leadership is one of the most thankless, difficult jobs and has been compared to herding cats. At its best, it is one of the most fulfilling

This past week I’ve received three separate e-mails from various sales gurus talking about how much sales has changed. While the internet, social media, and advances in technology have altered some of the peripheral aspects of selling, the foundational principles and keys that lead to sales success have remained the same.   Sales Facts that

While one could argue that there are many factors determining sales success or failure, I find that 99% of the time, success or failure really comes down to one item. If you have this one item in place, success is virtually guaranteed. If you don’t, failure is virtually guaranteed.   The Key Success Factor and