Prepping for the fall (sales) this summer

The month of June signifies different things to different people: weddings, graduations, Father’s Day, hurricane season, the Summer Solstice, etc. The kids are out of school, summer vacations are being

How to avoid ‘mother may I’ in sales

The month of May signifies many things to many people, depending upon your point of view and frame of reference. It’s the peak of springtime (and the precursor of hot,

Ask the Experts: Am I too pushy?

Dear Jim,  How many follow-ups are too many follow-ups, too many? I’m under pressure to get answers from prospects before moving on, but sometimes I can feel the irritation in

Ask the Experts: Selling in an AI World

In case you haven’t noticed, a shift in the profession of selling is underway. This shift – the digital empowerment of buyers – has been rumbling for a while but,

What are your sales forecasts this year?

By now, you should have already completed your sales forecasting for 2024 and be well on your way to laying the groundwork for a wildly successful year. Sometimes I find,

Goal setting for top-producing salespeople in the New Year

Happy New Year! Here’s to a healthy, prosperous and productive 2024 for you, your family and your team. If you’re reading this article, chances are you’re already a successful business

Five Tips to Finish the Year Strong

As we enter the final month of the year, you may find yourself assessing what went well (or perhaps not so well) in your business over the past eleven months.

Thank you, Mr./Ms. Prospect

It’s no secret that the dynamics of professional selling are changing, and ever-evolving, particularly with the proliferation of virtual selling, LinkedIn, social media, etc. What remains, however, is that selling

Fourth and Goal: How are you on your sales numbers?

If you’re a football fan, we sincerely hope that your favorite team – National Football League, college, high school, etc. – is off to a good start to the season.

Back to School: Reviewing your sales team’s skill set

By now, I’m guessing that your kids are in their classrooms (“Yay!”), the older ones have returned to campus and the digits on your credit cards are ground down to the

Great questions … (and when to ask them)

In working with thousands of sales professionals in hundreds of organizations through the years, our message to each of them has been simple, “You’re a consultant, so behave like one.”

Where did the time go?

New Year’s Day … Martin Luther King Jr. Day … Valentine’s Day … Super Bowl … President’s Day … St. Patrick’s Day … Passover … Easter … Kentucky Derby …