We've shared how important Active Listening is to your success. It’s the way to show others that you hear them, you care, and you’re...

Do you know what your proposal to win ratio is for the proposals generated? As a salesperson, this was the #1 metric I tracked. It was...

Sales manager to sales rep: “Let’s meet in the lobby 5 minutes before the meeting starts to go over what you’re going to say and what I’m...

Two weeks ago, I attended a Sales Symposium at Ohio University that included a very interesting study presented by Dr. Michael Ahearne,...

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...

A year ago, a particular client had severed the relationship with them. This is a true story where the sales rep reacquired the business w

How is it possible to not get any objections? The possibilities: First, your company really isn’t being considered in the first place. Eit

We steer clear of customers who lack vision. We don’t deal with customers who lack discipline. Use these seven questions to help guide your