Improve ‘Soft Skills’ to Increase Sales

In today’s post I want to remind sales folks and their managers about the Leader/Study Guide I developed as a companion for my book, Sell is NOT a Four Letter Word. As a reminder this book was written to help salespeople be more aware of and improve their soft selling...

Sweat the Small Stuff

During the 1990s, crime rates in New York City dropped dramatically, even more than in the United States as a whole. Violent crime declined by more than 56 percent in the City, compared to about 28 percent in the nation as whole. Property crimes tumbled there by about...

“Little Things Make Big Things Happen”

The title of today’s post was penned by legendary basketball coach John Wooden. One of the first steps to accomplishing great things in life is to refuse to dwell on negative things from your past and carefully assess your present strengths and achievements. Focusing...

Funambulism: Sales Manager Requirement

I’m guessing that before your eyes moved from the title of this post, you began googling the word funambulism, right? So now you know it is a long winded word for tightrope walking. Sounds like a sales manager’s job description to me. There is no doubt that sales...

Sales Coaching Works!

As a long-time sales coach you would expect me to continually repeat the mantra that sales coaching works, and I do. But my “voice crying in the wilderness” may not resonate with you. Since everyone feels better about things that are backed by documented...