Be the World’s Best Boss
Salespeople are often competitive, high-strung, egotistical, outspoken and arrogant. This short list of qualities just scratches the surface of many salespeople, which is why they
Make Like a Boy Scout: Always Be Prepared
The majority of businesses are missing the correct strategy to prepare. The sales process can be demanding, challenging and provide a variety of unexpected obstacles.
What’s Your Winning Mindset?
Any business that fails to acquire new customers will eventually fail. Acquiring new customers is essentially lifeblood and the pulse of business growth, so bringing
Why the Best Leaders Are Followers
People often question me on the best way of making follow-up calls when chasing quotes or proposals. I have a simple take on this, and
The Illusion of Choice
My favorite part of the sales process, and one at which I take great pleasure in succeeding, is closing the order. You’ll often hear me
Vulnerability: Your New Best Friend
Maybe you’ve heard me speak about the power of great questions during the sales process. If you haven’t, here’s the rundown: questions will eliminate the
Tipping the Scales: Letting Others Pay It Forward
Many of us receive referrals for business opportunities from our contacts and customers. For most of us, this is our preferred method of winning new
Don’t Waste Your Time in 2019
On my travels, people often ask me how to find more quality prospects so they can spend their time solely with people looking to invest,
Making People Your Priority
When businesses are working to grow, this usually means they need new customers. New customers are a vital part of the growth process and possibly
Sometimes It Is Really Hard
The world of business is a rollercoaster with plenty of ups and plenty of downs. It is a huge challenge and certainly not for everyone.
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