Don’t Like Me? Who Cares? You Will Buy Because You Respect Me A lot has been written about building rapport and getting prospects to like you when selling them. This…

The only thing worse than a poorly performing sales team is an idiot manager whose constant delivery of counterproductive messages is the primary cause of the sales team’s failure. There,…

With awe-inspiring performances and unbreakable spirit, athletes are spectacular sellers. Pitchman Michael Jordan sold millions of gym shoes and briefs for Nike and Hanes. Blake Griffin made KIAs cool. Olympian…

Invoices, order forms, expense reports, sales reports, appointment logs, credit applications – it doesn’t matter. If it’s a piece of paper work, your salespeople don’t like it and probably whine…

In business, you adapt or you eventually fade away. Part of this, however, is knowing what to do in order to adapt successfully, and this is where a lot of…

The world has changed. Buyers are researching and forming strong opinions well before they enter the traditional sales funnel, and sellers need to adapt. So do recruiters.  With roughly 30…

Heroes are dead. At least in sales they are. If they are not totally dead, they are on their way out, anyway. What am I talking about? I am talking…