Mike Dugan is a Licensed Advisor for Sales Xceleration and founder of Commonwealth Sales Advisors, an organization dedicated to helping small and medium sized businesses break their all-time sale records. Mike has over 25 years of experience as a successful sales executive ranging from large Fortune 500 companies (Medtronic, Boston Scientific, and Baxter) to smaller entrepreneurial businesses.

Irritated Businessman Holding Phone

Why Customers Don’t Return Your Sales Calls

Potential customers don’t care about your product or service.  That’s right, they couldn’t care less!

As a business owner or salesperson, you obviously care deeply about the product or service you sell.  In fact, you’re probably in love with your product, as you should be.  After all, your product is amazing, and your service is superior.  How can you not love it?  How can everyone not love it?  But your customer doesn’t care. 

Three Questions for Hiring Your Next Sales Leader

Three Questions for Hiring Your Next Sales Leader   Fifty-two percent of small to mid-size businesses fire their sales leader within 18 months of hire (according to SBI). This statistic is troubling. It is especially troubling because it should be easy to hire a high-performing sales leader – if you know the right questions to…

Three Keys to Successfully Handling Difficult Conversations with Employees

People managers rarely become great leaders without the ability to handle tough conversations well.  A leader’s ability to successfully handle difficult conversations with employees is imperative.  All parties (the employee, the organization, and the leader) benefit when such conversations are handled constructively. Step #1: INTENT  Intent is of paramount importance.  One must approach difficult conversations…

CEOs: Frustrated by Poor Sales Results?

Gain SUPERSTAR performance from solid salespeople using these FORTUNE 500 sales leadership secrets! Many people believe that sales growth is an ART.  I disagree.  Research proves that repeatable sales growth is a SCIENCE.  Sales are consistently strong for large public companies because their sales leaders know the secrets to building scalable sales infrastructures that produce…