One of the most common questions I get lately is from people who have been out of work or lost a job due to a layoff, and are now faced with the decision to take a straight-commission job due to a steady decrease in the number of available salary + commission jobs.
It’s not an easy […]

We’ve all heard the advice: turn your clients into your mini ‘sales force’ by encouraging them to tell others about you and your business.  Word of Mouth Marketing is touted as being the easiest and best marketing any salesperson, professional, or business can hope to get.  Not only does it get your word out, but […]

Whether you know it or not, your database of current and past clients is your best source of new clients.  “Prospecting” for a new client is time consuming and expensive.  If you can find a way to increase your sales without the time commitment and expense of cold calling, mass direct mail, advertising or purchasing […]

In today’s professional environment you can’t avoid reading, hearing, or discussing the pros and cons of networking. It’s everywhere these days and it confirms the old saying that “it’s not what you know – but who you know”. The networking of today can be a powerful and effective tool for managing and improving your career. […]

Unfortunately, we all find ourselves in slumps on occasion.  Or, if we’re relatively new to sales, we have to find ways to generate business quickly.
I’ve just released a new e-book that details 12 proven methods of igniting sales quickly.  Bust Your Slump! A Dozen Strategies to Fill Your Pipeline in 30 Days relates a dozen […]

One would think that having spent over 5 decades living in an irrational world I wouldn’t be particularly surprised by the irrational behavior of companies and their managers.  I have to confess, I’m still stunned by some of the generally accepted behavior practiced by management at many companies. 
Although much of this behavior is associated with […]

What are your dreams for 2008?  Are you dreaming of increasing your income?  Possibly, buying a home or a new car?  Is your dream to become the top producer in your office or maybe even your company?  Perhaps it’s a promotion or a new job? 
Dreams are what keep us going.  Having dreams is a key […]

Make More Sales:  Reject Prospects and Fire Clients
by Tessa Stowe 
One of my sales coaching clients, let’s call him John, emailed me the other week and said his revenue for the month had increased by 29% over the same time the previous year. He said one of the reasons for this was because he rejected a […]

Just the word interview makes most job seekers nervous. During an already stressful time of changing careers or losing a job, the process of career management usually adds to the stress. Preparation is the key to mastering interviews that will land you a new career that is rewarding and lucrative. Updating your career documents so […]

Once again the Christmas shopping season is well underway. Cards are being sent, every radio station is playing “all Christmas songs - all day”, and every commercial on the television has toys to lure the children and drive the parents crazy. With the busy season it is easy to overlook the need to reevaluate your […]