You Have a Critical Choice on This 1st Business Day of 2021

Not sure there’s ever been more collective agreement on a single topic than the universal desire to close the book on last year and put 2020 in the rear-view mirror! The good news? It’s over. Congratulations. You made it. The even better news? Sales Friends, there is light at the end of the tunnel! You are going to […]

How a Top Sales Producer Prospects, Owns Process, Beats Procurement & Consistently Makes New Sales

If you’re in sales, care about sales, lead a sales team, or run a business, you will love this conversation with a legit, proven, true-blue A-player salesperson who’s a perennial top producer. In fact, the only group who will not benefit from or enjoy this are procurement people! In this gripping conversation, my sales rockstar guest, Dominic Testo, and […]

Before Your Write Your 2021 Business Plan, Ask These 3 Questions

‘Tis the Season for salespeople to draft their business/sales plans for the upcoming year. There is so much good derived from the process of preparing, writing, and presenting annual plans that it’s hard to understand why it’s not mandatory! I won’t take up space here attempting to sell you on the powerful benefits, but if you […]

A Fun Announcement and a Powerful Episode: Tackling These 2 Issues Transformed Sales Results

It’s only been a few days since we announced the launch of the Sales Management. Simplified. Podcast and we’re absolutely blown away by the reaction and messages Episode 2 has generated! I love podcasts. I love listening to them for entertainment, ideas, and for my own professional development. I also love being a guest on other […]

An Anniversary Celebration for Sales Leaders

Time flies. It is hard to believe it’s been five years since the release of Sales Management. Simplified. To THANK SALES LEADERS for making it the best-selling, most reviewed, and most highly-rated sales management book of the past five years, we’re throwing a massive 5th Anniversary Celebration to celebrate… sales leaders! SALES LEADERS are the key – […]

The Proper View of Sales Makes a Huge Difference

Last week I led a full-day workshop for a sales team that was challenged to transition from living as “service reps” who served customers and maintained their territories into proactive sellers focused on revenue growth. Let’s just say that it was a fun assignment and it had been a long time since I had the […]

This MLB Manager Blew It Relying Solely on Analytics Rather Than His Eyes

Even if you’re not a baseball fan or didn’t see the final World Series game last week, there was a simple, yet colossal, lesson for anyone who manages people:It’s important to see things (observe your people working) with your own eyes!To the horror of baseball fans across the country, Tampa Bay Rays’ manager Kevin Cash […]

Straight Talk About Self-Accountability and the Primary Job of Salespeople

Blown Away by These Responses!

Happy Friday and I hope this has been a great week for you. We’ve been blown away by the response to our new course, YOUR SALES STORY!  It’s a thrill getting this type of feedback from sellers and sales leaders who have already gone through the modules and are experiencing the benefits from sharpening their most […]

Nothing Will Increase Your Confidence or Sales Effectiveness Faster

Nothing will increase your sales effectiveness faster than sharpening YOUR SALES STORY. The “Sales Story” is my single favorite sales topic, the basis of the most popular chapters in my bestselling books, and the single most requested topic when I speak to sales teams, because… When YOUR SALES STORY is great, everything in sales becomes easier!Your confidence […]