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My book “Eliminate Your Competition” is available from your favorite book retailer

My book “Eliminate Your Competition” is available from your favorite book retailer

You may purchase my book “Eliminate Your Competition” from your favorite book retailer. The ebook version is available at the most popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at such retailers as Amazon, Barnes & Noble, and Books A Million.   Only the winner of the …

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The Anatomy Of A Top Performing Salesperson

The Anatomy Of A Top Performing Salesperson

Selling products and services can be a tough job, especially when most buyers are either too busy to focus on the solution they may need and want or, in most cases, are not aware your solution or company exists, and therefore are not looking for anything to begin with. That’s where salespeople can shine. Being …

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Don’t Ever Give Up

Don’t Ever Give Up

In the past, I have written that there is no crying in sales. When you lose, you need to get back on the horse and keep going. This is excellent advice, but you also cannot give up on that prospect that just rejected you. There is a chance that your product is a “one and …

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Be An Accurate Forecaster Of Your Business

Be An Accurate Forecaster Of Your Business

Most of the stress in forecasting comes from a lack of realism on the status of the business by either the individual salesperson, the manager, or both. This is unfortunate and unnecessary. Having managers push for business to close that isn’t ready to close creates forecasts that are bad (this is a case of a …

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Your Personal Brand Is Important

Your Personal Brand Is Important

I have had the privilege of working with some of the best salespeople in the world. At the very top of that list of excellent salespeople would be Dean Wiener. Dean recently put out a post on LinkedIn giving advice to other salespeople as to the importance of his personal brand. With his permission, I …

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Do’s And Don’ts For Your Sales Kickoff

Do’s And Don’ts For Your Sales Kickoff

Many organizations structure and plan their SKOs as isolated events – rather than springboards for the entire fiscal year – and neglect to prepare their sales team, pre-SKO, or follow up afterward. For example, 84% of organizations don’t conduct sales rep training in advance of their SKO for context, and 71% don’t deliver post-work or follow-up training to reinforce what was learned. A surprising 42% of participants said they wished their company would integrate their SKO’s theme and messaging into the rest of the year.

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Six Ways To Gain Credibility

Six Ways To Gain Credibility

What makes a customer actually trust you? It is much more than your technical knowledge and capabilities, as those are the basic table stakes that customers expect of any salesperson with. For a salesperson, it is a combination of honoring your commitments, speaking the truth, and acting in the best interests of the customer – even if that may occasionally conflict with the best interests of your own company.

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Stop Selling and Start Helping

Stop Selling and Start Helping

Zig Ziglar frequently told his audiences and students to stop selling and start helping. This is great advice. This is one of the critical steps of becoming a Trapper as opposed to one of the traditional salespeople: a Farmer, a Hunter, or a Gatherer. I spend a lot of time in my book talking about …

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