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Can you feel it? The signs of the economic recovery are everywhere. A few weeks ago the Standard & Poor’s 500 stock index topped 1,000 for the first time since last November. The Ford Motors company reported that sales increased 2 percent in July after 19 consecutive monthly declines. U.S. manufacturing declined less than forecast […]

Many sales reps send me emails asking the same thing, “How can I sell against my competition and win the deal?” They tell me it gets more and more difficult as there is always someone who has a similar product for less money, or who can offer their kind of service with more bells and […]

Every so often I feel it’s my responsibility to remind you about the single most important determinate of success, happiness and well being. Like gravity itself, this law of being is constant; it is unchanging and completely dependable. Every person relies on and uses this principle, consciously or unconsciously, and it never fails to deliver […]

What’s one of the biggest differences between the Top 20% and the bottom 80%? The bottom 80% are still using stale, phony techniques that don’t work, and they are still trying to trick the gatekeepers and assistants as they try to get to the decision maker. All this does is identify them as another pesky […]

If I were to ask you what the most important thing a sales manager can do to drive business, what would your answer be? Hire the right reps to begin with? Properly train them? Keep them motivated? Help them close deals? I’m sure you thought of these and many others, but I wonder if you […]

If you are a business owner or sales manager responsible for getting your team of sales reps to make their numbers or achieve sales quotas, then I feel your pain. If you’re like many of the sales managers and owners I work with, then I know you’re being pulled in many different directions. You’re busy; […]

The other day I saw an interview with T. Harv Eker, author of the best selling book, “Secrets of the Millionaire Mind.” He said something that I thought was amazing. He said that he could speak with anyone for 10 minutes, and in that time he could predict their entire financial future. When I heard […]

People ask me all the time what I think makes up a qualified lead. It’s simple, I tell them. There are five things that every Top 20% producer knows when he or she hangs up the phone with a prospect. Know these five things and chances are real good you’re going to close this prospect. […]

Recession. Job layoffs. Budget cuts continues. While 80% of companies and sales reps are expecting the worst, the Top 20%, as always, expect to and will do well this year. Here are the three things they are doing, and that you can do, too, to make sure you are successful in 2013: Protect your attitude. […]

If you’re still getting the “We’re just not going to do anything until the economy (settles down or improves, or whatever…), when you are closing the sale and asking for the order, then I’ve got some good news and bad news for you: First the good news: After reading this article, and applying the techniques […]