Are you part of the problem or the solution?

We’ve all heard the numbers: Consumer confidence is down, retail sales are down.  And for many of us, the markets we serve are down, as well.  There is an important relationship to note here.  Confidence – an attitude – is down, so sales are...

Are You Unemployed?

Have recent events left you unemployed?  I can empathize.  I have been there.  In my life, I’ve had three major periods of unemployment. I understand the uncertainty, anxiety and self-doubt that comes with that.  You just don’t feel like life is as...

How to Create Long Term Goals

Successful people – and successful salespeople – routinely set goals.  In this podcast, we explain why and how.  You’ll master a process you can use forever.   Check out this...

Personal Finances for Commissioned Salespeople

Because a salesperson’s income is often unpredictable, salespeople need to develop some disciplines and principles to guide their personal finances. This article lays provides some tips and techniques to manage your personal finances. Check out this...

Difficult Times — The Gift of Down Time

In an earlier podcast, I suggested some strategies for effectively handling the changes wrought by the pandemic.  In this one, I’m looking at your broader responsibilities. What about your business or organization?  Are there some things you should be...

What’s a Professional Salesperson?

Sales leaders often lament the lack of professionalism in the world of sales.  Unfortunately, there is not a standard for what it means to be a professional salesperson.  Let’s take a close look at what a professional salesperson is and is not. ...

The First Law of Sales Presentations

:  In my first professional selling job, I learned a fundamental principle which  is all too often disregarded by sales people today.  The principle is this:  If you are going to present effectively, you must prepare thoroughly....

How to Navigate Difficult Times

We are in the middle of some difficult times.  Rather than belabor that point, I’d like to come to the heart of the problem:  What do we do?  We need to answer that question in an immediate, urgent basis:  What do we do right now? ...