Mindset Mindset is the most important aspect of your professional career; it will dictate more of your success than any other single factor. So, I need to address it and provide some practical strategies for you to stay sane, positive and productive. First, let’s start with a precept: Thoughts are Things Look around, how many [...]
In college, I took a really boring class called Operations Management. Like most boring classes, there were several important lessons disguised in arcane diagrams and efficiency tables. One of the valuable lessons I learned was bottleneck theory. The bottleneck theory states that you can only produce as fast as your slowest process. For example, if [...]
Increasingly, we hear about the importance of relationship selling, and it is important, but it is just one of many positions you can take with a prospect. Every sales professional is different and varied products and services call for different engagement strategies. Knowing the different positions you can hold as a sales professional will allow [...]
After 10 years in the sales profession, I’ve had the good fortune of working with some incredible sales people. Each person was different, different communication style, sense of humor and personality. They all had something in common, each one embodied what I’m calling the three C’s. Being good at sales is about mastering the fundamentals, [...]
I feel compelled to edify the profession of selling. Too often, I see people avoid sales and selling like it went out of fashion in the 90's. Nobody wants to be labeled as a "Sales Person", preferring fancier and more ambiguous titles. So let me clarify...