Articles

Being a manager isn’t easy.  Being a sales manager is even harder.  You have to be able to encourage people to go out and do something that is widely looked down upon and disregarded as [...]

In the world of sales, the debate over which one is better for your business has been going on forever.  We’ve all watched the movies where the strong-armed salesperson brings in a [...]

If you’re a big biography reader, you may have noticed a trend with very successful people. Almost all of them have some sort of ritual that helps them get into the headspace they need for their [...]

For some people, the idea of creating and documenting a sales process sounds tedious and pointless. Tedious? Maybe, at first. Pointless? Absolutely not! Said simply, a process is a collection of [...]

Sales is a unique industry in the fact that the languages and sales metrics are different from company to company. No two companies do it the same way. We have even seen hugely different [...]

How many times have you hired a new salesperson that looked great on paper, killed it in their interview, and then… meh?  They might not be terrible, but compared to what they presented when [...]

Making plans and sticking to them doesn’t sound exciting or sexy, but consistent results that bring safety and security to your business is a lot more important than spontaneity or winging it. [...]

If I came to you with a basketball and said that you had to make 1 out of 3 shots or else you wouldn’t be able to eat for the rest of the week, there would be an enormous amount of pressure on [...]

Saying no sounds like the opposite of what you want. You want a world full of yeses, right? It sounds good in theory, but the power of saying no is just as important to you and your business. [...]

We’ve heard it time and time again. We ask, “Who is your target market?” Normal response, “I want to sell to anyone and everyone!” It sounds great, but it isn’t nearly as effective as people [...]