Ouch, This One Stings - (December 17th, 2009)
I’ve spent a lot of time considering why the occupation of selling has been given such a low approval rating over the past 40 years … it wasn’t always that way. Here’s a ... more »
Should You Be ‘Down Sizing’ or Just ‘Right Sizing’ – And Do You Know the Difference? - (December 9th, 2009)
Now more than ever I hear CEOs, sales managers and other key decision makers talking about either Down Sizing or Right Sizing their business. More often than not, they use the terms interchangeably. more »
You Can't Manage Time! - (October 19th, 2009)
So much has been written about time management that you hardly have the time to read about it. There are numerous time management programs, processes and tools, and even with all this help, you ... more »
How Do You Respond to Your Prospect's Budget Objections? - (September 14th, 2009)
Many salespeople bail out long before they get thrown out – ever wonder why so many salespeople leave a sales opportunity too early? Salespeople often enter a sales discussion worried about the ... more »
CEOs Held Hostage - (August 12th, 2009)
“You can have reasons or results … reasons don’t count.” Lee Thayer, Ph.D.The joke about the old man telling the younger groom about marriage goes like this: The ... more »
Going From a Typical Salesperson to a Trusted Advisor in Three Easy Loops - (July 9th, 2009)
Recently I was working with a company's executive team reviewing the progress we had made together in solving a longstanding, difficult problem that had stunted their growth for years and slowed ... more »
A Sense of Presence - (June 10th, 2009)
I read a great quote recently from Tom Osborne, the legendary coach of the Nebraska Cornhuskers, an icon in college football for his winning traditions, the manner in which he conducted himself, ... more »
Life Planning and Positive Mental Focus - (May 5th, 2009)
"If you can think it, you can accomplish it."This statement is accurate, and experience has taught me some brutal truths regarding its implementation in my life. Number 1: It requires ... more »
Dealing With the Fear of Rejection - (April 15th, 2009)
The #1 silent killer among salespeople is their inability to deal with rejection. When someone rejects you, a lot of stuff happens to you - all of it bad. The fear of rejection, dealing ... more »
The Best Salespeople in the World Never Call a Prospect Back a Second Time! Really! - (April 9th, 2009)
There is a question most people want answered when they go to a sales training program or read one of the many sales how-to books with titles such as, How to Sell More in Less Time or How to Build ... more »
