It's a crazy time... In my work helping business owners and salespeople to grow sales and profits, I've recently been hearing things like: "I'm afraid of losing business" "I'm afraid

5 elements of an effective sales procedure

Sales Success

Targeting

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5 Elements of an Effective Sales Procedure

Last week we discussed the importance of procedures in our sales process and I mentioned the fact that a procedure is a series of steps or actions that are taken

8 Success Procedures You Need 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. In this podcast we'll discuss the

How to Penetrate Large Accounts

This week, 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

Speed of Implementation

Each year I go to industry trade shows and I find some people who have achieved extraordinary results since our last meeting, while others seem stuck and haven't moved at

Helping Clients to Make a 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

Debunking the Myth that Buyers are Liars

There's a phrase that's been popularized in sales which says "buyers are liars." It refers to those who say they want one thing but end up buying another. I've never

Where Do Your Leads Come From?

Lead generation is a critical part of every business because without an adequate supply of leads, it's impossible to maintain a business. So where do the bulk of your new

These Audience Members Inspire Me

Jim Rohn once said, “Don’t let your learning lead to knowledge, let your learning lead to action.” This week, I’ve been conducting live training sessions at the PPAI Expo in

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