Ensuring Confidence in Your Confidence – Part 4 of a 4 Part Series

You can spot a confident person a mile away – but do you know how one becomes confident? How confidence is created, nurtured and repaired, when necessary? By its definition, confidence is full trust and belief in your abilities. It’s what carries athletes across the finish line and entrepreneurs to new frontiers. Without it, your…

How Agile is Your Sales Team?

I’m frequently asked what the most important factor is in building and leading a high-performance sales team. Based on my experience, I believe the answer is AGILITY. Agility is defined as the ability to move quickly and easily; nimbleness. Over the past few years, we have witnessed a number of blue-chip companies that have lost their…

Train Your Brain to Close the Sale

The human brain has two distinct sides; two separate hemispheres that control very different actions.  The left side controls rationale and logic.  It looks for information, data and statistics to analyze, helping you make clear decisions based on things that directly connect.  The right side of your brain is your creative and emotional side.  When…

Tried and True Lessons of Selling

Learning from history Over 30 years ago, The McGraw Hill Company published an advertisement about the importance of print advertising with potential clients.  Essentially, the advertisement revolutionized why it is important for sales professionals to ensure their advance work is done before a sales call. While print advertising is not as effective today, other forms…

sales success buyer wants

Backstory for Sales Success: What Every Buyer Really Wants

Sales success sure seems complicated at times. Sales strategies abound, theories come and go, and tools and methods constantly evolve. Lost in the chaos, however, is one simple truth: sales success depends on buyers getting what they want. And because buyers are human, just like salespeople, their wants and needs should be relatable to the…