July 2, 2018

Book Review: The Contrarian Salesperson

It’s going to be difficult for me to explain how much I really enjoyed Jody Williamson’s book, “The Contrarian Sales Person.” It’s not often that an […]
July 2, 2018
Authentic

Selling Through Your Authentic Self

When I work with people who are new to sales, one of the first ideas that I instill is that the goal is to make each […]
June 4, 2018
Own

Own Your Business

If you want to be more successful in sales, simply examine how you own your business. Successful sales people own their business in three ways every […]
March 12, 2018
Prospecting

Prospecting Success In 4 Easy Steps

Prospecting is the soil in which sales careers grow. Like farmers planting this season’s crops, sales professionals do amazing amounts of research, leg work, and phone […]
February 1, 2018
Projection

The Danger of Projection

Projection has always been blind spot for sales professionals. We all have been told some version of the “millionaire dressed like a bum” retail sales parable! […]