February 26, 2020
Customers

A Letter To Retail Customers

Dear Customers, Normally, sales professionals and sales leaders look for my articles for information and insights. Today I want talk across the counter, directly to you: […]
December 27, 2019
more referrals

4 Steps For More Referrals In 2020

The goal of getting more referrals on a more consistent basis can be easily reached by doing these four things at every opportunity: Commit, Practice, Ask and Follow-Up!
December 17, 2019
Retail

Selling Retail in a B2B World

For B2B sales systems to be effective they must be filtered through 3 retail realities: blurred sales process advancement, limited prospect engagement and faster cycle times.
July 16, 2019
Table

How Much Are You Leaving On The Table?

I’ve been challenging my clients with a simple question… Are you leaving money on the table with your overall sales process? I’m still surprised at how […]
January 31, 2019
Retail Paradox

Sales Challenge: The Retail Paradox

Once upon a time, when people needed clothes they would make them. Over time a few people got very good at it and called themselves “tailors”. […]