The new year is underway, momentum is hopefully picking up, and you are looking ahead with eager anticipation, right? Who is going to be most successful this year?   Who is going to have the most sales motivation? If I were a betting man, I would say that those who will be successful in sales [...]

Too many salespeople spend way too much of their time listening to people who only wind up doing one thing — hurting their sales performance. Sales motivation is about having momentum and that comes from being motivated. Here are the 5 people I believe salespeople should avoid having contact with: 1. Talk radio hosts. It’s [...]

How will you improve sales in 2012? Will you rely on techniques you used in 2011? Problem is if the techniques you used in 2011 to no avail, then what makes you think using the same techniques in 2012 will yield different results? Here are 4 things you can do right now to improve sales [...]

We’ve all seen list after list of things we need to do to increase our sales in 2012. Here is my list of 7 things salespeople should NOT do: 1. Complain about marketing, insisting they are the reason you have not been able to close more sales. You think it’s effective to spend your time [...]

Customers want solutions. They want outcomes. What they don’t want is to spend money on something that doesn’t deliver on what is expected.  You could put it another way — what customers want is confidence. In fact, I’ll go one step further in saying customers buy confidence. The confidence they’re looking for is in being [...]