Five Steps to Sales Mastery

Becoming one of the master salespeople — the top five percent in the industry — doesn’t happen by chance.  It is the result of a disciplined approach to the project of improving yourself.  In this podcast, I share some of what I’ve...

10 Tips to Overcoming Call Reluctance

Call reluctance is the term used to describe a salesperson’s hesitancy to make the next sales call.  It’s a common issue that can detract from a salesperson’s performance. In this piece, we provide some solutions.   Check out this...

Position Yourself with Power

Customers always create a perception about the sales people who call on them.  Sometimes this perception works for us, and sometimes it works against us.  By intentionally influencing our position with the customer, we can influence the customer’s...

Betrayed! A Q&A for Salespeople

What happens when you spend a great deal of time and effort creating a big proposal for a prospect, and discover that they gave it to their current vendor to match?  Have you been betrayed, or is there some other explanation?  In any case, what do you do?...