One of the benefits of retiring from the corporate executive world is that I now have more time to read, write, teach, and give keynote speeches. I...

A distributor asked for advice on creating new opportunities for his company. It was experiencing sales erosion to alternative channels. While sales...

A brief history of sales Sales techniques have always adjusted to economic and business trends. For example, the industrial revolution made products...

A focused mission yields results. The most effective leaders of the 20th century all had a razor sharp focus on a cause. Fully engaging in a mission...

Make personal connections To remain competitive in a world with lots of alternative purchasing channels, you need to know your customer. I advise...

Is anyone listening? As automation replaces people in customer service positions, the sense that no one is really listening grows. This makes...

Napoleon Hill posited, “Whatever the mind of man can conceive and believe, it can achieve.” Hill is an example of someone who found his...

The disciplines of an organized executive Self-confidence Sales and leadership is more about a person’s self-confidence than the amount of product...

I have a client who is concerned about her intellectual growth. She asked how I came up with so many ideas for my weekly sales tips. I shared with...

Getting the Price Right   The pandemic has disrupted supply chains, resulting in shortages of goods and rapidly escalating material costs....

We’re back meeting with customers face-to-face. Yet in this “post pandemic era,” it feels like the way we do business will never be the same. Sales...

While the best networking result remains a referral from an existing client, the paths to that outcome have changed radically. To light up your...

Ambitious people are always looking for someone who can make them even better. Behind many successful people in history is a great mentor, a trusted...