People Don’t Trust Words; They Trust Action

by | Nov 6, 2023 | Sales Basics

A few years ago, a friend shared with me that he very much wanted to leave his boring job and go into business with an acquaintance. As their discussions got more serious, some suspicions began to surface. My friend said this guy was often elusive, and some things he...

Why Salespeople Sell

by | Aug 7, 2023 | Sales Basics

One of the most meaningful workshops I ever attended was the week I spent in Phoenix at Integrity Selling (www.integritysolutions.com). I’d like to share a small part of that week with you here, especially those of you who are responsible for sales management at some...

Prospects or Suspects?

by | Dec 19, 2022 | Prospecting

Before we investigate the dilemma of prospects vs. suspects, let me set the stage for today’s post with this quick story: One morning a manager strolled into the sales room and just stood there with his arms crossed. One by one the reps began to take notice of him and...

Emotional Sales Tools

by | Sep 13, 2021 | Sales Basics

The selling universe is replete with external sales tools: electronic devices and apps, sales scripts, software, digital brochures, and iPads to name a few. These are great and certainly necessary to compete in today’s aggressive sales climate. But in the grand scheme...

“Burn the Ships”

by | Mar 15, 2021 | Sales Basics

Of course you’ve heard of the legendary Alexander the Great. He built an empire that, at its height, stretched from Ancient Greece to India. One of his strongest and most formidable enemies was the Persian Empire of Darius III. In 334 BC, Alexander (age 21 and prior...