A mentor can be a valuable guide to a successful career. The relationship is a personal one. To be effective, you need to choose a mentor carefully....

The sales rep felt dejected. He had demonstrated to a client the cost savings offered by changing to a new process. When he followed up on his...

Finding the sweet spot During my long career in sales and executive leadership, many have approached me with concerns over their career path. They...

The goal Satisfying customers is the goal right? Do so by keeping sales consistency! You can classify salespeople into two general groups: hunters...

Selling is about helping others and meeting customer needs. A good sales person needs to be many things, including focused, organized, and...

My sales career has been in an industry that provides essential products. Sometimes those products can be in short supply, which makes customers...

You are feeling comfortable with your prospect. During your recent 20 minute conversation, you’ve asked good questions and now know 5 important...

I recently interviewed a man who had been the VP of Sales for a national manufacturer. The company he represented sold through a network of...

Unseating the Competition Customers get comfortable with their existing suppliers and this makes it difficult to unseat the competition and win new...

The tactical presentation Selling involves strategy and the driver of any good tactical plan is a robust sales funnel. For a sales presentation to...

Finding Talent I remember a young man I met 30 years ago. This man had aspirations that I could have easily dismissed, given his background....

Selling Involves Strategy Like a good game of chess, selling involves strategy and paying careful attention to all the moving pieces.  I worked...

A client came to me for advice on a sales dilemma. One of his customers was expanding his business and needed to purchase a couple of hundred...

Daunted By New Responsibilities Are you in a new leadership position and feeling the need for some job guidance? As a master coach, I recently...

There is bright news on the horizon and companies find themselves gearing up to hire additional staff. As the vaccines for COVID-19 are approved and...

Over 11 million Americans are currently unemployed according to bls.gov, which means many people are struggling to find ways to create new...

To effectively plan for the New Year of business, it is important to recap your transactions in 2020, review their effectiveness, and realign your...

One question I am frequently asked by young professionals is how to make their hours of hard work count toward career advancement? Many feel they...

A rep came to me with the news that he was finally making headway with a prospect, but had trouble with them making the commitment. His new contact...

Stalled conversations One of my reps was finding it difficult to engage his prospects and build the relationship.  Seeking my counsel he explained,...

Self-esteem can be a bit of a misnomer as it often does not come entirely from within. The process of building self-confidence requires the support...