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3 Common Shortcuts You Can’t Use in Sales

I hear it over and over again. Isn’t there an easier way to do this? More often than not, the answer is “NO.” Successful sales people don’t succeed based on shortcuts (at least not over the long term). Below are 3 common shortcuts you can’t use in sales. 1. You can’t force the sale I […]

Quit Saying You Need Things to Succeed

Salespeople are famous for asking their manager or owner for the newest, latest, and greatest. They say they need things like lead generation tools and automated marketing software. But all too often they are making excuses for their lack of production. Think about the good old days for a second (which I wasn’t a part […]

Now I See It Everywhere

Have you ever purchased a new car (whether brand new or new to you) and then noticed that same car everywhere? Before you purchased, you rarely saw them but now it’s as if a few thousand people in your area bought the same car on the same day as you. As improbable as that scenario […]

Fraidy Cat

Fraidy Cat If you got past my half-humored title, you are about to see why I say “so many organizations I run into employ a bunch of fraidy cats.” Let me start out by asking you a couple of questions. How many clients bought from you in 2014? Now, how many of those clients will […]

Care-less People Sell Less

If you’re in the sales business, you’re in the people business. Believing in your product and convincing others to believe in your product (enough to buy it!) is at the heart of your profession. To do this effectively you must develop a deep understanding of who your customers are and how your product can improve […]

3 Successful Goal Strategies

It’s the end of the year and it’s time to start talking about goals right? Wrong! Now is the time to DO something about goals. If you are at all like me, talking about things (like goals) doesn’t accomplish much. When it comes to goals, it is too easy to: Talk about them but never […]

It’s About Time

It’s about time you start thinking about the time you are spending every day. Too often, we don’t think about time because we don’t visually see it going away. I mean, at the end of the day we realize that the day has gone. Or when we hit 30 years old, we wonder where the […]

The Biggest Problem Causing a Lack of Success

Why is it that some people succeed and others do not? There are a lot of schools of thought here (and unfortunately a lot of ignorant statements), but I’d like to suggest one overarching problem. What’s worse is that it is pretty easy to overcome if you want to. Problem – SURPRISE, they don’t want […]

Be Direct, But Not Desperate

I wanted to share with you one thing I have diligently put into practice recently and one huge caution in that process. I have become very direct in asking for something of both potential clients and referral partners. This revelation (if you will) has led to an increase in business revenue and has deeply encouraged […]

Get It Together or Get Out!

Business professionals, it’s time that you get it together or get out. I see too many business owners and salespeople that are all over the place. Their business (segments or the whole thing) is disorganized and often their life is too.  Getting things done takes an act of God. If you can’t get a handle […]