In sales, the hardest thing to do is to sell a customer. The second hardest thing is to keep the customer. Profitable growth begins with...

Graveyards Are Filled With Untapped Potential It's easy to see the untapped potential in people. Those who are not achieving their goals...

Sometimes we are so focused on sales process, skills development, coaching and metrics that we forget to remind ourselves and our teams to h

Learning Hospitality from the Giants ​​   Whether at a conference, or in one of your branch locations, every interaction with a prospect or

At the end of the day, “Performance is the yardstick of measurement.” We are fortunate to have clients who provide us with overwhelming pos

One of the toughest jobs out there is sales. In most organizations, unlike other departments, the sales team’s individual successes and fail

For any organization, one of the critical metrics that is measured is hitting and/or exceeding revenue performance targets, or as we like to

Time and time again, I watch companies chase cold RFPs.  They have no relationship and “hope” is their basic strategy.  They fill their pipe

What makes you different? Every day sales teams are asked (or prospects and clients expect to clearly hear), "What makes you different

As sales people, perhaps a more important question is, how well are you adapting to CHANGE and truly making the necessary adjustments requir

Battered Salesperson Syndrome (BSS) refers to the psychological stress from being the “victim” of consistent and perceived emotional abuse a

Who remembers the story of Blockbuster Video? In 2000, Reed Hastings, the founder of a fledgling company called Netflix, flew to Dallas to 

There is nothing much sadder for a company or a sales person than to get an order.  Just the order and it ends there.  Well, one sadder thin

It’s January, it’s a New Year and it’s time for a friendly reminder of The Four Cornerstones of Success®.  For those frequent readers here

As 2017 comes to a close, we reflect on the growth and success that our clients have had this year and are thankful to be a part of that suc

Automation. Artificial Intelligence. Machine Learning. Robots.  Everywhere we turn, we hear more and more about the impact technology is ha

1. I’m grateful for my prospect who tells me my price is too high.  It forces me to get better at communicating my value and the value that

Time and time again we speak with sales leaders who refer to their salesforce as “hunters” and “farmers.”   I believe these are outdated, o

Ask any sales professional about the use of scripts and brace yourself.  You’ll get one of three responses: No Way!!! OMG - Yes, of course!

First, let’s begin with a definition: A commodity is a basic good used in commerce that is interchangeable with other commodities of the sa