Articles

It happens time and time again  . . . another veteran salesperson admits that he is uncomfortable with prospecting.  Chris has been selling for over 25 years with credible tech companies in the role of an account manager.   He shared that once he is face-to-face with a prospect that he has a high close rate […]

You are your biggest competitor. If you can agree with that, you are already on your way to responsible solutions to your sales career.

The mighty oak tree is deeply rooted in its value.  When the winds, rains, snow, sleet, hail come, it sways and flexes.  When the storms blow over and the sun comes out, the mighty oak tree is still standing gallantly with strength and beauty. As a salesperson, the external environment may be turbulent.  However, if […]

Most salespeople would vehemently scream "NO!" to that question. However, I am finding that many salespeople are riveted with fear because of their intake of mental junk food. ... But what you don't get on the news are the stories of the many people like yourselves who are building a business, raising families, following their dreams, and making a difference in the world.

Eighty (80%) of your prospecting success is due to your emotional intelligence.  There are three components of emotional intelligence.  1) Your ability to handle your feelings 2) The way you communicate with YOU and 3) The way you communicate with other people. When is the last time you eavesdropped on you?  What are you saying […]

Where is the new source of 1/5th of your revenue going to come from?  Check out this short article from Business Week. How are you adjusting to complexities of our current business environment?  What are you doing to be more competitive and creative in developing new markets? Visibility, visibility, visibility.   Picking up the telephone and […]