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...
High Expectations

High Expectations

Question and Answer Q. Your Ezine referenced something that I struggle with almost daily.  I’m definitely known for having very high expectations that aren’t so easy to meet.  I wondered if you could elaborate on what strategies you have seen succeed regarding this,...
Invest and Grow Your Business

Invest and Grow Your Business

One of the most common reasons companies don’t reach their growth potential is a lack of understanding of their sales systems and a lack of appropriately investing in the sales function of the business.  In order to reach the potential, a successful business invests...
Attitudes and Actions

Attitudes and Actions

Confidence – an attitude – is down, so sales are down. When confidence is up, sales follow. The principle at work here is this: Our actions follow our attitudes. The relationship between actions and attitudes is so close, that the two go hand-in-hand, and our actions...
Habits and Self-Image

Habits and Self-Image

Why is it so difficult for us to do what we want to do? I believe there are two primary forces: Habit and Self-Image. Q. My sales people all acknowledge the wisdom of spending more time in their high potential accounts, but they don’t do it. How can I get them to...