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Blogs and Other Nuggets of Wisdom

These guys do it right. Read More...

An Example of Really Great Customer Service

Most companies suffer from poor lead conversion ratios.  (The ratio of leads that actually become customers).   Why? Read more...

Recruiting tactics to spot poor salespeople before

In the book Blue Ocean Strategy (W. Chan Kim, Boston Consulting Group), the authors discuss strategies for differentiating your business in such a profound manner as to make the competition irrelevant.  I believe the ideal method for implementing a Blue Ocean Strategy is to do so by building a sales methodology to achieve that very objective. Read more...

Blue Ocean/Red Ocean

Billy Beane taught me a lot.  


He’s the Oakland Athletics’ manager Brad Pitt portrays in the movie Moneyball.  Read more...

Lessons from Billy Beane

Dad said ‘You get what you pay for.”  He made that declaration... Read More...

The

Every CEO I’ve talked to in the last five years wants their sales force to think and act more strategically.  Why don’t they?  Most salespeople don’t know the difference between sales strategies and sales tactics.

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Think Strategically to Create an Uneven Advantage

Why do so many sales people rely on brochures, websites and proposals as crutches?  They don’t know any better, or they do and simply WIMP OUT. Read more...

How to Stop Making Proposals and Start Making Sale
Accountability: The Missing Element in American Bu

You can make excuses or you can make money, but you cannot do both.  Which do you want to do?  Lack of accountability is the enemy in your business today, and it’s killing your sales. Read more...

In Search of a Sales Superstar

Sales Superstars are made, not born. How do you make one?  My research of the core competencies of superstar sales performers includes a comprehensive list of 21 crucial elements for success. Read more...

The Five Hats of Sales Management

Many Sales Managers make the mistake of not wearing the right hat at the right time.  There are five:

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Becoming a Trusted Advisor

Which hemisphere of the prospect’s brain makes a decision based on Hope and Faith?  The emotional side, of course. So you must be a master at manipulating the prospect to process primarily on the emotional side of the brain.  Achieving the status of Trusted Advisor is a condition that ... Read More...

Over the years, we have observed the mistakes of many sales people in many different types of “selling situations”.  Although the actual approach or style will always vary, there are many common pitfalls that can trap sales people.  Here are the most prominent. Read more...

Eleven Mistakes Most Small Businesses Make When Ma

TopGrading

As CEO, your passion and commitment about raising the bar of sales force expectations can awaken a sleeping profit giant…asleep right under your nose.   TopGrading: raising everyone to “A-Player” status.

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How A Simple CEO Mindset Shift Can Triple Your Pro

Based on my experience, the primary focus of every Mission Statement should be Excellence.  Excellence should focus on four areas:  Read more...

Tips for Creating Corporate Mission Statements

I never have been able to understand why people can only see as far as the end of the day in which they are operating.  It astounds me even more how these same people can be motivated at all.  On a day-to-day basis, the job of running a business, selling and hanging on to your clients can be tough.


When I talk to these near-sighted people, I find them wallowing in their everyday problems. When I ask them why they continue to operate this way, they give me a strange look, as though there were no alternatives.  Read more...

I DARE YOU

I live in South Florida. 91 degrees yesterday... with humidity to match.


The leading impactor of our economy- air conditioning. How many of our businesses would have any customers if it weren't for a/c? An amazing invention.

I ask prospects this question on a sales call. "How long would you wait to call for help if your a/c failed?" Not long.


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Number 1 impact factor on our economy

180 reasons why you didn't get the sale. Read More...

Hilarious