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No complaining
When you don’t agree with something at work, you have three choices: 1. Accept them. 2. Voice your concerns, offer solutions, and hope for the best. 3. Leave. Complaining or whining is not an option. It will erode your happiness, and probably your career. 90% of sales outcomes are a result of what’s going on …

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The power of advertising
I made $1,750,000 million from spending $900. Think I’m lying? Read on. One year in my previous company, I sent out 1,000 postcards for our IT training and consulting service. One card landed on the desk of a woman who was disappointed with the IT services she was getting. (And her business was in crisis. …

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One kind of salesperson
There’s only one truth. You cannot be one kind of person and another kind of salesperson. As a Sales Manager, you cannot tolerate (or afford) to have unethical salespeople in your company. One thing that should get a sales rep fired on the spot is lying to, and/or misleading a customer or prospect. How your …

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Keep pedaling
This may be the shortest post I’ll do. But it may be the most important. It’s had everything to do with any kind of success I’ve had. And I learned it when I was in the height of depression. I started cycling class during that time because I was told exercise is like an anti-depressant. …

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I need someone better than me
I don’t know why, but I was shocked when I realized this. I always need someone better than me. It hit me while playing guitar last night. I subscribe to an online lesson site. I try to jump on often, to pick up something new. They have tons of great players. While watching these players, I …

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The Resilience Notebook
The biggest obstacle Founders, Entrepreneurs, and salespeople have in reaching their full potential is overcoming their mental roadblocks. Their minds just aren’t prepared for the daily onslaught of challenges. They haven’t built in the resilience or mental toughness to get them through the day, week, month, or year. Here’s one tip to build your mental …

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Small business failure
90% of the small business sales departments I’ve visited, spoke with, or worked for were failing in one of these three areas. Here they are, and how to fix it: 1. All the outbound Business Development Reps (BDRs) more or less do their own thing. Sure, they received a script you carefully crafted. But they …

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I got kicked out
Believe it or not, I got kicked out of the delivery room in the hospital. It was one of the highest and lowest points of my life. On August 4, 1983, my wife was in labor with our first son. And I was there with her. When I saw our son starting to come out, …

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Focus on customers not deals
This one thing may put you ahead of every one of your competitors. If you can deliver one this one thing, you’ll be miles (or kilometers) ahead of all your competition. And, it’s the right thing to do. Much of your business growth should come from repeat business or recurring revenue from your existing customer …

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Factional sales management
Fractional sales management