Rejection in Sales: Don’t Take it Personally
Rejection in sales comes with the territory. When you're trying to sell something, people will often say no. They'll tell you they don't need it, don't want it, can't use
5 Elements of an Effective Sales Procedure
Last week we discussed how a sales procedure is a series of steps or actions that are taken in a certain way, in a specific order, to ensure the best
8 Success Procedures You Need in Business
Success procedures are critical in business. When I'm consulting clients, I frequently quote the line "failure is not an option" from the movie Apollo 13. It's a mindset worth adopting.
Goal Setting vs. Goal Achievement
Some people have trouble achieving because they've never really outlined their goals and when you fail to define what you want, it's nearly impossible to get it. But maybe you
St. Patrick Driving the Snakes Out
Happy St.Patrick’s Day! This morning, I woke up, jumped on the treadmill and thought about the story of St. Patrick driving the snakes out of Ireland. And it made me
How are You at Selling Remotely?
How are you at selling remotely? Are you okay with the idea of selling less in person and selling more via phone, email, and text? And if not, what's that
How to Penetrate Large Accounts
Recently, a long-time client asked me a question about penetrating large accounts. He was talking about how they're currently working with one location, trying to penetrate a second and then realizing
Speed of Implementation Determines Success
Each year I go to industry trade shows, and whether in-person or virtual, I find some people who have achieved extraordinary results since our last meeting, while others seem stuck
How to Get a Buying Decision
Indecision is deadly to sales. People think they want to buy something, but they're not sure what. Or they know what they want to buy, but they can't decide on