How to Gain Higher Prices When Negotiating

Do you want to make more money? The highest value per hour you will ever earn is when you learn the right techniques to negotiate win-win transactions.

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How to Level-Up Your Motivation

Motivation is the difference between reaching your full potential versus looking back and realizing that you left so much on the table. Utilize these three techniques to help increase your motivation now:

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How To Remain Consistent With Your Sales Process

Have you ever lost a sale before because you shortcut the pitch process? In the moment, you may have thought, "I don't need to cover certain things like 'logical value' because my customers already know it", only to later learn the customer didn't buy because of this missed step. When salespeople make assumptions – believing the customer doesn't need to be told particular aspects of the presentation – the lack of consistency often ends up what costs them the sale.

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The 5 Leadership Responsibilities

The quality and culture of your organization is determined by the effectiveness of your leadership team. Human capital has become the most valuable resource for a company and requires constant nourishing and development.

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How to start believing in your gut instincts

Most of us have tried to consciously force ourselves to do something, only to find more often than not we're unable to do it. The subconscious mind can easily override the conscious one and force people to say or do something they normally wouldn't, but this article is not about its power, it's about a person's awareness of it.

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How to boost your sales training

Are you confident that you could take your current sales team – including the level of skills and results they already have – into an increasingly competitive environment? The competitive landscape is not getting any easier as time goes on. If anything, the marketplace is becoming even more complex because of the digital disruption occurring all around us.

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The 5 most powerful core traits to sales success

Recently, I was having a discussion with some colleagues about the qualities and competencies all great salespeople possess. During the conversation, many different traits and qualities were expressed, which is when I realized how split the views and opinions on the subject are.

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5 Ways to Improve Your Meetings

Business meetings are a powerful and effective use of time when conducted right and with a plan. However, too often too many companies fall short by conducting disappointing, ineffective meetings. To make matters worse, about half of all meeting time is typically wasted, which costs the company tens of thousands of dollars when you add up the annual income of those in attendance.

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How to know when to hold'em and when to fold'em

If you've been in sales for some time you will eventually confront the realization that it takes just as long in effort and mental energy to chase a transaction which has no chance of closing, as it does one that can provide the same, if not more income

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How To Remain Relevant In A Complex World

Go back just 15 years and the world did not know of Facebook, Twitter, Uber, artificial intelligence or autonomous cars. Today, the pace of innovation and change is disrupting commerce in ways which may alter the list of the top Fortune 500 companies by 40% in the next 10 years. So, how does one stay relevant in a dynamically changing world?

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The Power of Innovation

Effective leadership has become one of the immutable laws of innovation. The reason is that innovation cannot succeed without the support and drive from the leadership team. The leadership team sets the tone, pace and engagement of the organization, and unless they are constantly innovating their thinking, the company will stagnate.

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The Power Of Thanksgiving

Thanksgiving is the most coveted holiday we get to experience in America. It is the one that pulls us into the most powerful emotional energy state, that of gratitude. Gratitude and appreciation usher us towards life’s purpose, to experience joy, happiness, and fulfillment.

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Overcoming Your Fear of Prospecting - Part One: Stop Making Assumptions

I began this series by talking about the heightened fear that surrounds us today, which is the fear of each other. How did this fear come about exactly?Just over 40 years ago, everyone would jump to answer their rotary home phone when it rang, but then something started to change. Companies realized they could monetize cold calling, and people began to receive unsolicited calls.

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Overcoming Your Fear of Prospecting - Part Two: Don’t Take It Personally

When someone disrespects you, is rude, is short with you or hangs up on you, it’s easy to take this personally. But the truth is, it’s never about you, it’s about them.

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Overcoming Your Fear of Prospecting - Part Three: Track Your Emotional State

Do you meditate? Do you think you are a mindful person, or believe you have emotional awareness? If you answered yes or believe you are reflective, then you are already paying attention to your emotions by not directly affecting them to your actions.

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Overcoming Your Fear of Prospecting - Part Four: Commit to Consistency

One of the main reasons why salespeople stop making prospecting calls consistently is because they are fixated on the outcome instead of the real value of the call — to gain information.

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How to Deal with Reluctancy

It's been said that working in sales is hard, no matter how good you are or how great your product or service is. But why is it so difficult, exactly?The truth is that in a world of information overload, consumer attention spans are becoming less and less engaged towards any one specific thing because it is a biological reality that our brains can only hold so much information before becoming fatigued.

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Directing Your Customers Into Action

Directing Your Customers Into Action. Today we live in a world of seemingly limitless products, but only have limited time and resources to choose them.

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Reinvent Your Company to Reinvent Your Success

Change is usually never easy, but it's always necessary – especially in business. Unfortunately, many companies today stay entrenched in their old ways of thinking and doing things, which can hurt their business performance in the long run, if not flat-out end it. As Henry Ford once famously said, "If I had asked people what they wanted, they would have said faster horses."

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