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Five Secrets to Exercising Authority

If you are a sales manager or business owner, then you probably know and understand that fine line between being a leader and exercising authority, and trying to fit in as part of the team and wanting people to like you. Managers struggle with this all the time, and many would be leaders lose their […]

3 Secrets to Reaching Your Financial Goals in 2013

Now that December is here, it is time for me to solidify my goals for 2013. As always, I balance and set goals in all areas to maximize my growth as a person and as a professional. I have goals for health that include a targeted lifetime eating plan; goals for my business that emphasize […]

How to Manage Your Sales Manager

If you’re a business owner, then I know you place a lot of responsibility on your inside sales manager. In many companies, managers are not only responsible for finding, hiring and developing successful reps, but they are also responsible for training these new reps and for the continued training of existing sales reps as well. […]

How to Hire Top Sales Reps

How to Hire Top Sales Reps: Ask any manager, V.P. or business owner what one of the biggest challenges they face in making their revenue numbers and they’ll tell you it’s identifying, hiring and retaining good sales reps. If you are familiar with my management philosophy, then you’ve heard me talk about the 80/20 rule […]

2 Great New Year’s Questions for Your Clients

Welcome back to the office, how do you feel? Overwhelmed? Under pressure already? If so, then you’re not alone. Most company’s management and sales teams are under immediate pressure already to begin accomplishing their new goals and sales targets. In fact, this pressure is also felt in the accounting department, the marketing department, and everywhere […]

Two Questions to Close a Sale

I was having breakfast with a client last Friday, Spike Count of the Baxa Company, in Denver right before a training program I was delivering, and we were talking about the importance of asking questions and listening. He told me that a few years ago he was working for a company selling an IT solution […]

The Gratitude List

Years ago I was taught a tool that helps me whenever business or life isn’t going my way. While this is a seemingly simple tool, you shouldn’t underestimate the power in it. You can use it anywhere and at anytime, and it will always work to restore your attitude and your perspective. It has the […]

4 Ways to Get Out of a Sales Slump!

Let’s face it – every now and then sales don’t seem to be going our way and we can begin to get into fear about making our numbers, making our mortgage, taking that vacation, etc. While we may not be able to control the ebb and flow of sales, what’s important is that we keep […]

5 Mistakes to Avoid when Building an Inside Sales Team

According to CSOinsights.com less than half of http://www.nasp.com/ckcommon/article/article.asp?articleID=15B68665-4B9B&title=experienced-sales-reps teams make their revenue goals each month. If you’re a business owner or sales manager of an inside sales team, then I’ll bet you can relate. So what differentiates the half that makes their numbers from the half that doesn’t? Obviously there are many factors and each […]

Your 4-Step Plan for Prospects Who Aren’t Calling You Back

We’ve all got a pipeline full of them: prospects who sounded good in the beginning, but now there’s no news from them. Are they still interested? Have they found another solution? Was it something we said or is the price too high or have they changed their mind? Who knows – they simply aren’t responsive. […]