Newsletters

Get Inspired – Become a Sales Olympian!

Get Inspired – Become a Sales Olympian!

The PyeongChang winter Olympic games are in full swing. It’s riveting to watch the drama of the Olympians pushing themselves to the limit to ...
Solid Old School Tactics in a Technological World

Solid Old School Tactics in a Technological World

It’s extremely difficult to keep up with the latest technological innovations. In fact, it’s impossible. Things change too quickly. As ...
Keeping the “Shine” on New Initiatives

Keeping the “Shine” on New Initiatives

We’ve all been there… We attend a conference, hear a speech, listen to a TED Talk, or read an inspiring book, and we are completely ...
Summer’s Here – Heat Up Your Prospecting Pipeline!

Summer’s Here – Heat Up Your Prospecting Pipeline!

Summertime. Is there anything better? While we would love to spend these days vacationing — or golfing if you have that bug — there is ...
Talking ‘Bout My Generation

Talking ‘Bout My Generation

Do you ever find yourself at a loss when it comes to relating to the wide range of ages of the people you encounter at your job? (Did you relate to ...
2016, It’s almost a wrap!

2016, It’s almost a wrap!

The holidays are in full swing. There is so much to do — parties to attend, gifts to buy, cookies to bake — some say it’s the most ...
Is Your Pipeline Worth a Gold Medal?

Is Your Pipeline Worth a Gold Medal?

It was an exciting two weeks with the Olympic games in full swing…the pure drama of watching exceptional athletes put all their effort into ...
The Myth: Cold Calling is Dead!

The Myth: Cold Calling is Dead!

Recently, there has been quite a bit of chatter on social media and in articles declaring, “Cold calling is dead!” But is it? I think it ...
Debating and Selling – It’s All in the Preparation!

Debating and Selling – It’s All in the Preparation!

As nerve-racking and crazy as the recent political debates have been, what I enjoy the most about them is the thought that goes into every question ...
Let’s Not Hibernate. Let’s Accelerate!!!

Let’s Not Hibernate. Let’s Accelerate!!!

This is the time of year when most salespeople start to wind down in anticipation of the holidays.  It is almost like we go into hibernation mode ...
Time to Negotiate!

Time to Negotiate!

Negotiations – they’re a part of life. As salespeople, we need to be great negotiators to be successful. So how do we approach the ...
Time for a Check-Up

Time for a Check-Up

How often do you truly examine your own sales abilities?  Maybe not often enough. So, take out your pens…it’s time for a simple quiz: No ...
Seven Tools to Keep Sharp in your Toolbox

Seven Tools to Keep Sharp in your Toolbox

So when was the last time you really looked at the tools you use to gain the edge against your competition?  These are things that really tell ...
Your Phone…a Small but Mighty Tool

Your Phone…a Small but Mighty Tool

In today’s ever-changing business world, more is expected of us in less time, and the same is true of the people we sell to. Whether your role ...
Getting More Bang for Your Trade Show Buck

Getting More Bang for Your Trade Show Buck

After attending two different trade shows and walking down multiple aisles of various vendors, a curious question came to mind… Which of these ...
The Power of Asking Great Questions

The Power of Asking Great Questions

As Claude Levi-Strauss stated: “The wise man doesn’t give the right answers, he poses the right questions.” This sounds simple, but how do you ...