If you’re in sales or sales management, I’m sure you’ve noticed that all of the sudden the internet is crawling with social community sites designed for you to interact with your peers.  It seems that I get one or two invitations every week to join a new group.
Naturally, at some point, there will be a […]

The human mind is a computer. You program your computer by the input you feed into it: learning, knowledge, experience and so on. If you program your mind with images of failure, you will fail. If you build a bank of success images, your computer will direct you to success.
How do you build and input […]

Employers looking for new employees to join their team, department or company are usually past the point of needing additional help by the time you send your resume to their facilities. Resources had to be allocated and budgets approved, job descriptions had to be developed, placement services have been notified, and even physical space in […]

How often have you been exhorted to set your goals down in writing? How often have you done it? How often have you immediately forgotten about them once you’ve completed the writing exercise?
Most of us have experienced the frustration of setting goals only see them fade away into nothingness. We never reach them. More than […]

Independent, tech-savvy, social, and optimistic ? why are these “kids” so hard to manage?
Seasoned sales managers are facing challenges managing new Millennial’s, also known as people born after 1980. These new sales professionals have a different approach to life. This greatly impacts their ability to sell effectively.
Understanding them and some key events that took place […]

There was a time when marketing and advertising were viewed as seat of the pants processes, based on gut feeling, hope, and simply looking at the overall results to determine whether they were ‘working.’
Instead of trying to understand marketing as a quantifiable activity, the marketing department would simply generate a number of targeted activities such […]

The jobs that will be available tomorrow are shifting in demographics and steering toward the service industry and moving away from manufacturing jobs. These new job sectors will be expanding to meet demands for service jobs and the jobs we’ve seen for decades or longer could easily be phased out. When this happens the feared […]

We humans are funny animals. We tend to do the same things over and over, no matter what the consequences. Although we are admonished to learn from our mistakes, more often than not we continue to make the same mistakes time after time. Maybe not the big obvious mistakes, but the little ones that we […]

Most sales teams are overflowing with underperformers, from those who are consistently far below quota to those who meet quota but could be performing on a much higher level to some of the top salespeople who haven’t reached their full potential but who just can’t seem to find a way to step up another notch […]

What is the single most difficult part of selling? Finding prospects? Closing the sale? Overcoming objections? Is it marketing, time management, or learning how to handle rejection?
No, it isn’t any of those.  And, at the same time, it is all of those.
The single most difficult part of selling is figuring out how you can align […]