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...

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...