You’re Not That Different

Over the course of the past forty years, I’ve worked with thousands of business owners, CEOs and/or high-level executives to facilitate the implementation of new, more effective and profitable selling processes.  Many of them, probably ranging into the hundreds, have shared that their business is absolutely and totally unique from other businesses. I find that,…
Read More

Are You Training the Wrong People???

In forty years of conducting professional sales training, I’ve learned that frequently the problem with a company’s ability to produce profitable revenue does not rest in the hands of the salespeople.  Rather, the suppression of sales, albeit inadvertent, is a function of sales process bottlenecks. You see, all salesforces have processes.  Most of these processes…
Read More

Do You Employ a Sales Saboteur?

Many entrepreneurial organizations that rely on a sales team have fallen prey to a phenomenon that I’ve observed over the years – specifically, the sales saboteur.  This person is a sales professional who, for a variety of reasons, believes that he/she doesn’t need to comply with policies and procedures within the company.  They actually behave…
Read More

Your Sale Has Stalled… Now What???

In the past few weeks, I’ve received over a dozen requests from salespeople regarding what to do when their sale has stalled.  The symptoms of a stalled sale are as follows: Your customer does not respond to your phone calls and voicemails as they once did.  You see, at one point in time, you and…
Read More
Menu