The Other Stuff Expansion

The Other Stuff Expansion

I just had a conversation with a sales manager at my last seminar.  The gist of it is this:  he has so many competing responsibilities; it is difficult to spend time with his sales team.  Sound familiar?  It should.  I have heard that idea expressed countless times by...
Deeper Layers

Deeper Layers

As a sales educator and consultant, my work has consisted of bringing about positive change in sales organizations, sales managers and sales people. While my content has always been about sales in one way or another, my actual work itself has always been to create...
Sales Success and The Hidden Path

Sales Success and The Hidden Path

Sales Success? In my twenty plus years of educating sales people, I have encountered tens of thousands of sales people. The vast majority of them want to do better. They want the benefits of greater success: Increased income, greater respect from their peers and...
Organizing Information

Organizing Information

Best Practices #38: Maintains an organized filing system, with all the useful information readily available.   “I’m just not a very organized person.”  That’s what one of my recent seminar participants said. “You’ll never be as successful as you could be until...