Five Steps to Become a Top Sales Performer

You want to excel at selling. You not only want to make quota, you want to set sales records and reach your income goals. Your aspirations are achievable. Available for you right now for free is more sales material than all of what was available twenty years ago. Amazing blog posts, pod casts, videos, white papers, books, seminars and webinars on how to excel at everything from lead generation … [Read more...]

Top Sales Blogs, Websites & Resources Salespeople Should Follow

Helping you improve your sales skills is my obsession. Just for you and because your sales success is important to me, I created this list. The following sales blogs and websites are excellent resources for salespeople and sales managers. I have personally read their posts and know many of the authors. Please leave your thoughts or reviews on these sites and authors, and feel free to suggest … [Read more...]

The Sales Professional’s Independence Day & Bill of Rights

Early in my career, I suffered under the delusion that my job was to sell everyone. I tried relentlessly to turn around purchasing agents who sat salespeople in uncomfortable chairs until the sales rep begged for mercy and caved into brutal demands. I tolerated executives who treated account salespeople like the scum of the Earth. And I courted gatekeepers who rivaled the seven-headed serpent that … [Read more...]

What is the Best Way to Break the Ice? A Networking Tip

“What are your top opening lines when you first meet someone at a biz event i.e., a speaker lunch (particularly if you are not a confident networker)?” was asked on Focus.com. I like to think introductions as warming or melting the ice rather than breaking it. Networking and meeting new people can be daunting and uncomfortable. We can feel like we are under the scrutiny of the microscope. … [Read more...]

Are Your Prospecting Results Disappointing?

Are you struggling with prospecting? My last post, “Stop Selling and Start Succeeding” was about relationship selling for sustainable, profitable sales results. Building quality relationships is a step-by-step process. The first step is prospecting, and getting it right is critical. … [Read more...]