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…

Sales Accountability

 Widen the plate…   After 25 years of Sales Development I’ve learned the hard way the #1 reason companies don’t grow sales revenue is lack of accountability.  Below is a story that rings true.  I couldn’t help but share it.  It’s a quick read and worth a couple extra minutes.   If you are struggling…

C’mon, Man!

…self made sales hiring problems and resources to FIX IT!   First of all, I’d like to just take a quick moment to wish everyone a Happy Thanksgiving.  It’s certainly one of my favorite holidays to share with family and friends.   In today’s blog we’ll do our best to over use the phase from…

The Sales Curve

The Sales Curve                        …it’s worse than you think.   A few weeks ago I ran across this Article ,and it really resonates with what is wrong with sales organizations today.   You might want to take a few minutes to read the article before proceeding.…

Sales Leadership

The Tail of Two Tails The fish rises from the head up or rots from the head down, and the tail always follows the head.   Reader Warning:   If you are not into sports analogies and you’re not into using current events for sales lessons, click on something else with your mouse.     The…

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…

“Experience Required”

Sales Hires – Industry Experience Required… NOT   Over the past 25 years we have helped companies of all sizes, industries and markets Identify, Attract, Screen Interview, Hire, On-board, and Keep Stronger Sales staff.  Once of the common demands from our client’s is:  They MUST have industry Experience.   Well, not really.  As part 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…

The Perfect Salesperson

“Salespeople are like Catfish; scum sucking bottom dwellers!” If this offends you, then you got my point. Of course I don’t really think salespeople are like catfish. Mercy, I am one and I’m proud of it.  The sales professionals I work with are certainly not like Catfish. The problem is most of the general public…

Inbound Lazy, Outbound Crazy

The Sales Revolution If you haven’t noticed, there has been a huge movement in the last 5 years to move traditional outbound sales to the inside.  Technology has made it easier to connect, hold meetings via the web, walk prospects through the sales process and become more efficient. However, efficient doesn’t’ mean effective. As companies…