I hear sellers and business owners tell me they “Don’t want to be too pushy” at least 5 times a week. Trust me, if you have to say that, you’ve never been “too pushy”. Many of us have had negative experiences with salespeople that have a bulldozer mentality. They’re not afraid to run over you...Read More

Sometimes, when I’m talking with salespeople, something comes out of my mouth and I think, “Damn! I wish I’d recorded that. That was a really great sound bite!” It happens A LOT. Last week, I actually stopped to write down one of those verbal gems while discussing time and productivity with a team member. This...Read More

It’s a brand spanky New Year. As most people are, you’re probably pumped to put the last year behind you. The New Year always feels like a clean slate – full of promise and possibilities. Many of you may have plotted out budgets, planned expenses, or set goals and perhaps cemented your strategies with a...Read More

Are you lagging or leading? Let me share with you a bit of my diagnostic process. When I talk with sales leaders or business owners about their sales teams, I ask, “tell me about their performance?” Their response is usually something along the lines of, “Well, we missed our target last quarter,” or “We’ve had...Read More

“Don’t you just LOVE meetings!” . . . said probably no one ever. Sales meetings, in particular, were usually met with an eye roll so hard from me that I could examine the back of my brain. Time after time, whether they were weekly, monthly, or scheduled on a whim, sales meetings devolved into sessions...Read More

What do YOU think would be the response when asked, “What are the top challenges sellers and sales pros face today?” Up until 5 to 10 years ago, you might have heard a resounding, “Lack of leads!” coming from salespeople. Nowadays, in this lightning-fast digital world of social platforms and instant communication, that’s not so...Read More

Many sales people and business owners tell me “networking” is how they fill their pipeline with leads and opportunities. And rarely, do I ever believe them. I do believe networking can lead to opportunities, but more often than not, “networking” simply fills up their calendar and gives them the feeling that they’re accomplishing something. They...Read More

  We work with a lot of small and not-so-small businesses – from many different industries and markets – data management, accounting, freight and logistics, restaurants, technology, drilling {oil}, commercial construction . . . a pretty diverse group. But they all have one thing in common: most of these great businesses have tried, started or...Read More

Why are you in business? The answers for each person might vary from deeply personal motivation such as “To create jobs for veterans“, “To be my own boss” or in my case, “It’s my calling, this is bigger than me, I HAD to build this business.” Most people start or build businesses because of a...Read More

It’s seems logical to think – if you’re a Business Owner or a Sales Rep – that the only performance metric that matters is the “End Result”. Did you meet your numbers? Or did you fall short? You got in the car and drove and either made it to your destination or didn’t. The final...Read More