How does your team measure up? If you’re a sales manager, use these 14 questions to help you determine whether or not you really have top performers.  A lot of people say or think they’re top performers, but they’re not. If you’re not a manager,...

Over the years, and after working with thousands of salespeople, I’ve found these ten questions determine your success in prospecting. I’m going to walk you through ten questions, and I want you to answer truthfully. The total number of yes’s...

You can increase your sales performance significantly just by practicing time management.  Time is one of our only resources in short supply. I’m going to share 10 strategies for how you can get control of your time.  ...

Closing deals is about continuously converting sales relationships from prospect to long-term customer.  I don’t like the word close because it is synonymous with terminating, or ending. I want to convert and have the customer around for a...

We become credible when we become proactive in helping our customers. You can make active choices to build credibility, but in the end it’s customer perception that has the final say. This blog continues our series on The 7 C’s of Successful...

How good are you at connecting with people and remaining in touch with them?  Connection begins with your sales prospecting process. I can have the best product, the best price, the best service, the best everything, but if customers and...