Are You Open for Business?

Are You Open for Business? Here we are entering the holiday season and I find it fascinating from a business and sales perspective. I hear frequently that “it’s slow out there,” “no one is around,” “not much happens in sales this time of year.” But is that true? I was...

5 Easy Steps to Sales Success

5 Easy Steps to Sales Success Now that I have your attention, the title of this article is total BS. There’s nothing easy about being consistently good at sales over a long period of time. There are no “5 easy steps.” There aren’t even “5 hard” steps to sales success....

Worst Advice Ever

Worst Advice Ever It’s spring time and that means graduations are happening all around the country. The Commencement addresses often involve providing advice to the fresh graduates as they commence the next chapter of their lives. Social media also provides a platform...

Are You A (Sales) Pelican?

Are You A (Sales) Pelican? I was recently on vacation in Mexico. While walking the beach each day, I was fascinated by the pelicans. They are constantly out on patrol, skimming along the surface of the water, looking for food to eat. They are gracefully and naturally...

When “Bad” Things Happen

When “Bad” Things Happen It has been several months since I’ve posted an article. Back in January I had a bad fall on black ice and I tore my rotator cuff and labrum in my left shoulder. I had surgery in February and I got my sling/brace off last week. I wasn’t a...

What is?

What is? As we approach the end of another year and the start of 2017, many people are taking time to think about what they want to accomplish in the coming year, setting goals with a plan to achieve them. What’s often missing in this process of setting goals is a...

What Are You Buying This Holiday Season?

What Are You Buying This Holiday Season? We’re officially in the holiday season and I find it fascinating from a business and sales perspective.  I hear frequently that “it’s slow out there,” “no one is around,” “not much happens in sales this time of year.” But is...

Are You Qualifying or Disqualifying?

Are You Qualifying or Disqualifying? This maybe one of the biggest challenges salespeople have and many don’t even realize it. Way too often when working with clients and I do a pipeline review, we discover that there are few truly qualified opportunities in their...

5 Keys to Sales Effectiveness

5 Keys to Sales Effectiveness No matter what your level of sales production – doing well, not doing well or somewhere in between, one can always get better. As you read this today, avoid the trap of thinking, “I know that.” The more empowering question to be...

The Silent Killer of Sales

When coaching clients and asking specific questions about opportunities they are working, I hear answers about how the customer is thinking and what the customer is planning to do. I’ll then ask, “did the customer actually say that or are you imposing what you think...