SMART Goals

Goals Part II SMART Goals… a new twist on tradition     It is generally accepted that the SMART acronym was first written down in November 1981 in Spokane, Washington. George T. Doran, a consultant and former Director of Corporate Planning for Washington Water Power Company published a paper titled “There’s a S.M.A.R.T. Way to…

Sales Goals

How to Set Them and Why People often avoid setting goals because life changes at such a rapid pace. There are several misconceptions about goals and why they are necessary. In addition to offering some of the standard goal setting and goal achievement information, we’ll give you a unique way to define, establish and break…

Deal Killers

What Happens When You Don’t Read the Room     Social Selling is the name of the game in the modern sales arena.  Problem:   Bob’s sales meeting included the president,  IT manager and the office manager. Bob figured the president would make the decision as long as the IT manager was positive.  After 30 minutes of…

A Salesperson’s Prayer

  Last week, my long time mentor friend and colleague Dave Kurlan wrote a blog series abut his sales mentor, the most successful sales lessons and his biggest secret to successful sales. Based on his willingness to share this secret and my shared philosophy and beliefs, I thought I’d share this Salesperson’s Prayer I wrote…