Sales & Motivation

How have the events of 2020 affected sales and selling?

Being average in sales is not difficult. The truth is, 80 to 95% of the salespeople in any organization are somewhere between average and bad. If you want to be great and make the big money, while having the biggest positive impact on clients’ lives, and your own, here’s what you need to do. Have

Are you struggling to increase sales? Struggling to build your business? If so, what are you doing about it? Being successful in sales is pretty easy. You know the roadmap. Assuming you have the basic foundation of liking people and having people skills, now you simply need to learn sales skills, some marketing skills, communication

The recent pandemic is a possible threat to your sales career but probably not for the reason you think. If you’ve read my articles in the past, you know that I attribute sales success and failure primarily to activity level. If you make enough calls to talk to enough qualified prospects, and you have at

From the title, you might think this article is about networking on the golf course and having a successful business. It’s not. It actually refers to something I heard Phil Mickelson say on a recent podcast by Ed Mylett. Ed asked Phil the difference between the top golfers in the world that play on the

Back in 2009, while we were still in the throes of a difficult recession, I wrote an article with (almost) the same title. Well, some things have changed and some haven’t, so, here’s an updated version which applies to the current situation. 1) Don’t let anything outside of you be your excuse.After a tough day

After 54 years on the planet, and almost 33 in business, I know two things: one, this will be over at some point, and two, a few organizations will come out of this with a stronger, healthier business while the others come out of it anywhere from “okay” to “out-of-business.” If you want to be