Most salespeople agree that goal setting is vital to their careers. They set the goal.  Design their strategy, structure and they execute. The missing link is that they do not sit down and define what skills they need to develop in order to achieve the goal. Let’s take a salesperson who sells point of sale […]

Last week I listened to a prospecting call of a #1 producer in the long term care industry.  The good news: It was brilliantly delivered !  His tone was calm, authentic, non-threatening and truly credible and trusting. His company shared the prospecting call and word-for-word script with all their salespeople to mimic.  The bad news:  […]

You are your biggest competitor. If you can agree with that, you are already on your way to responsible solutions to your sales career.

Monday morning I felt like I was starting my day behind the eight-ball.  We had such an activity-packed weekend, that I didn’t get chores done in order to start a new week in an organized way.  Has that ever happened to you?  Eek!  I was beside myself. After taking a deep breath, I knew it […]

This “economy” has tested the best of the best.  What I have noticed is that the salespeople who continue to push against and are determined to “wait for their market to come back” are sinking deeper and deeper into the dark hole of self-doubt and negativity.  Their confidence has disappeared.  They have chosen to be […]

How many workshops have you attended with the best of intentions to follow through and within a few hours, your enthusiasm didn’t just diminish it completely disappeared? That is where your investment in a good coach pays off.  A coach will help you move from your Current Reality to your Desired Result by creating and/or […]