At a friend’s recommendation a while back, I read a short but poignant book by Jon Gordon: Training Camp, A Fable About Excellence. You may recognize his name from one of his many other books, such as The Energy Bus, The Carpenter, and The Positive Dog. Jon has a gift to take business and life...Read More

There’s all this free sales advice out there … So, why aren’t your sales team members killing it? Why aren’t they soaking it up? Why aren’t they studying YouTube, signing up for all the webinars, and buying all the freaking books? Seriously, WHY? Don’t they WANT to kill it? Don’t they WANT to be the...Read More

Our clients are usually classified as “Small Business” – though I absolutely DESPISE that term. The US economy is POWERED by Small Business! In fact, as of the 2010 census, Small Businesses make up to 99.7% of Employer Firms in this country (a “Small Business” is defined as having less than 500 employees). Yeah –...Read More

Way back when I started my first sales job, I had a pretty tough product to sell. I’m sure you’ve heard me mention this one or two dozen times, but I was selling advertising for the WORST TV station in the market. We had to really hustle and get mega creative to earn our customers...Read More

I love stacking up my summer reading list. Whether it’s an audiobook I listen to while driving or a good old paperback page-turner that gets covered with sea salt and sand, I’m planning my list as Memorial Day and Summer is right around the corner. What’s on this year’s list? A mix of business, skill...Read More

Ask anyone how they determine who to pick for their Fantasy Sports team and they’ll tell you it’s all about the “stats”. Performance metrics are the best indicators of future success. Stats are kept for each play, each hit, tackle, pass, catch, whatever the sport if an athlete moves, it’s tracked so they can make...Read More

This post evolved from a conversation with a colleague, Gina Trimarco, of Pivot10 Results, a leadership, sales, and service trainer, a studier of people, and a fantastic business sage. Gina uses analogies and metaphors in much of her training and coaching so I challenged her to take part in our March Madness Business blogging and...Read More

In the last blog I asked you if you had a Strategy to grow your business and after making you feel a little queasy, I promised to help you out with 4 steps to Building an Effective Sales Strategy. Selling more is a Sales Strategy and Planning and Executing, Measuring and Accountability is the only way you purposefully sell more....Read More