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The end of the year is always a great time to attract sales personnel. Don’t’ wait to…
Happy Anniversary to me! Today marks 30 years in the professional development business. I can’t tell you…
After reading this article I had to chuckle. Squirrel stores 350 pounds of nuts in man’s pickup…
Say hello to Zena! She’d normally say hi back, but she is focused. She’s a Nanuk. A…
Dreams are telltale signs of the subconscious rewinding and sorting the events, thoughts, and consciousness of the…
Of sins and sinners…. After 30 years and 4 recessions I can say with authority, a weakened…
All too often salespeople get jammed up on a live sales calls because they are trying too…
The economy added 916,000 jobs in March, the biggest gain since last August and way up from the 468,000…
The economy added 916,000 jobs in March, the biggest gain since last August and way up from the 468,000…
Of sins and sinners…. After 30 years and 4 recessions I can say with authority, a weakened…
What is your favorite part of the video? Reimagine your sales team performing at a high level…
When your company is in pain from a lackadaisical sales team, how can you respond? One company…
Remote selling is what we’ve been measuring, teaching and doing since 2008. So, it’s nothing new for…
The answer to this question is dependent on two things. One you can’t control and the other…
The sales cycle is the time it takes from first conversation to the time you make the…
Quote General Patton – “Fixed Fortifications are a monument to the stupidity of man.” Sales Leadership is absolutely…
Presidents, CEOs, Business Owners, VPs of Sales, Chairman and Sales Managers must have asked yourself this question….
Roles have changed. Responsibility has changed. Outside sales are now inside. Skills and criteria have changed. As…
In today’s uncertainty these are the most critical SM skills. Coaching – Empower or Enablement? Do the…
How long will it take to accomplish your ROI?   The answer to this question is dependent…
Skill gaps in Selling Competencies are not as easy to define as looking at sales revenue and…
Click on this link Free Trial Sales Force Analysis if you’d like to see how your sales…
As the sales leader of your business, what should you be thinking about regarding your sales team…
In a recent conversation with a Chief Revenue Officer of a technology firm, we discussed the cost…
photo credit: imgflip.com Most of you probably remember the 1989 classic, Field of Dreams with Kevin Costner….
What does it take to build a world class sales team? This question will be answered in…
If you missed out on our previous posts, first check out Sales Tips #1, #2,  #3,  #4 , #5 , #6 , #7 , #8 , #9 , #10 , #11 , #12 & #13 No different…
If you missed out on our previous posts, first check out Sales Tips #1, #2,  #3,  #4 , #5 , #6 , #7 , #8 , #9 , #10 , #11 & #12 Sales is…
If you missed out on our previous posts, first check out Sales Tips #1, #2,  #3,  #4 , #5 , #6 , #7 , #8 , #9 , #10 & #11 This is…
If you missed out on our previous posts, first check out Sales Tips #1, #2,  #3,  #4 , #5 , #6 , #7 , #8 , #9 & #10 This is…
If you missed out on our previous posts, first check out Sales Tips #1, #2,  #3,  #4 , #5 , #6 , #7 , #8 & #9 Today’s tip…
If you missed out on our previous posts, first check out Sales Tips #1, #2,  #3,  #4 , #5 , #6 , #7 & #8 Enough said!…
If you missed out on our previous posts, first check out Sales Tips #1, #2,  #3,  #4 , #5 , #6 & #7 Sales Resumes…
If you missed out on our previous posts, first check out Sales Tips #1, #2,  #3,  #4 , #5 & #6 Let’s just…
If you missed out on our previous posts, first check out Sales Tips #1, #2,  #3,  #4 and #5 The Phone…
If you missed out on our previous posts, first check out Sales Tips #1, #2,  #3, and #4 Statistics tell…
If you missed out on our previous posts, first check out Sales Tips #1, #2, and #3,…
If you missed them, check out our Sales Hiring Tips #1 and #2 99% of sales ads…
“It’s not for me to teach my kids to learn lessons from my mistakes. It is my…
If you missed our Sales Hiring Tip #1, please check it out here Now you’ve identified the…
Identifying your Ideal Candidate  It’s really important to first identify what you need in a salesperson. Here…
At the risk of losing some audience, I’ll use an American Football analogy. I mean It is…
I had a dream where I was in a parking lot, and my truck got jacked. It…
Maybe you saw the Allstate commercials over the holidays with “Mayhem”. You know the ones where the…
The proof is in the pudding We’ve all had chocolate cake before. But some chocolate cake is…
If you follow college football or any high-level sports, this will hit home. If you don’t, you…
What do we do about it?    If you are using the same hiring process for sales…
In the following article, Bridgewater explains why he is concerned about the economy. It’s a fascinating perspective,…
All too often we run into companies that have continued to beg, plead, coddle, warn, hope and…
The Paradigm of the New Generation If you’ve been hiring sales staff for the last 8-12 months,…
Mayweather – McGregor = Sales, Strategy, and Success With a name like Rocky, I have to be…
Salesperson Development Is it really possible to build a truly World Class Sales Team? In this 4…
Sales Management Is it really possible to build a truly World Class Sales Team? In this 4…
Sales Systems and Processes Is it really possible to build a truly World Class Sales Team? In…
Is it really possible to build a truly World Class Sales Team? In this 4 part series…
But First, Lemme Take a Selfie! I sat at the restaurant for dinner last night at a…
Breaking down the Millennial Myth  We’ve all heard it and many of us have said it: “Millennials…
How Sales Teams Fall Short of the Target The amatuer marksman shoots at the bulls-eye and then adjusts…
Relationships are not the key to Sales Success! For those of you who love statistics, you will…
Walking on my regular three-mile route over the bridge and back today, I noticed the hedges around…
Goals …             the Employee / Employer Relationship Story Time. It was…
Goals… the Secret Sauce to accomplishing them In Goals Blog II of this series we introduced the…
Goals  SMART Goals… a new twist on tradition   It is generally accepted that the SMART acronym…
How to Set Them and Why People often avoid setting goals because life changes at such a…
 Widen the plate… After 25 years of Sales Development I’ve learned the hard way the #1 reason…
…self made sales hiring problems and resources to FIX IT!   First of all, I’d like to…
The Sales Curve                        …it’s worse than…
The Tail of Two Tails The fish rises from the head up or rots from the head…
What Happens When You Don’t Read the Room Social Selling is the name of the game in the…
Sales Hires – Industry Experience Required… NOT Over the past 25 years we have helped companies of…
  Last week, my long time mentor friend and colleague Dave Kurlan wrote a blog series abut…
“Salespeople are like Catfish; scum sucking bottom dwellers!” If this offends you, then you got my point….
The Sales Revolution If you haven’t noticed, there has been a huge movement in the last 5…
Supportive Beliefs Can Help or Hurt Your Sales Numbers! Tom was 10 years old when he learned…
How to Stop Hiring Mistakes Forever Being in the Sales Development space for over 25 years I’ve…
Sales Hiring is Different Question:  Hiring for sales is always an issue for our company.  What is…
Why it’s important to know ‘who’ and ‘what’ you are hiring Does your company expect new salespeople…
How hiring a Sales Champion affects your buisness! [dt_divider style=”thin” /] Question: What makes some sales people…
Sales Hiring Hiring victory is yours with the STAR program [dt_divider style=”thick” /] Question: Why it’s so hard to…
Magic Bullet Perfect Practice Makes Perfect Question: Do you have any sure fire closing techniques? Answer: Yes, plenty. I…
If you’ve ever watched the TV show, The Office, then you probably know the character Michael Scott,…
Competition Competition leads us to sell value to prospects! [dt_quote type=”blockquote” font_size=”big” animation=”none” background=”plain”] Question: There are some…
Sell Like a Dentist When your prospect feels comfortable, your Sales Process will succeed! Those of you…
Mergers and acquisitions (M&As) present a double-edged sword. Buying out another company is one of the easiest…
Performance Under Pressure How do you measure up? “What’s the matter with you!  You’re playing like a…
Midwest Welcomes Sales Development Expert! [dt_quote type=”blockquote” font_size=”big” animation=”none” background=”plain”] Clearwater, Florida (June 6, 2016) – Renowned…
Clearwater, Florida (June 6, 2016) – Sales management training company, Sales Development Expert receives the prestigious Silver…
Saddles, knolls, knobs, draws, slides, glens, notches, peaks, corners, swells, gullies, shelf’s, walls, flats, dips, ridges, fingers,…
At my desk I sit, Scouring my pipeline for deals to make. It’s big, but not worth…
An old friend and his wife (Bob and Glo) came for their annual trip to hang with…