Salesperson: I’ve tried that it doesn’t work.Lynn: Oh, how many times did you try it?Salesperson: Once. As people, we know that mastery of anything takes: Learning new skills.Actively practicing.Many less than successful attempts.Refining our activity. As salespeople… somehow, we throw that all away…

Sunday will be Independence Day in the United States. A celebration filled with fireworks, parades, boating, or grilling in the backyard (your welcome to my Southern friends for not calling it a BBQ – you know who you are). Today, it’s time…

I get it, you’re busy! Requests coming at you, metrics to hit, the life of a career salesperson. You know that fresh new ideas are the key, yet who has time for finding new things? Today I realized (or re-realized…

Well, if there was a year that needed emotional intelligence, this past year certainly qualifies HIGH on the list! On the 1st birthday of EI for Sales Leadership I’d like to give you a few reminders along with the links to…

Last week’s Chip off the Block What are you focused on? talked about focus inside your organization. This week, let’s shift our attention to conversations with prospects and clients. The UpYourTeleSales definition of a conversation is “an exchange of ideas between two people…

When taking pictures, you know that what you focus on will be clear and the rest of the image blurry. Likewise, what we focus on in sales appears the same way. But in most organizations, there are millions of things…

Sales professionals know how important having a repeatable sales process is to their success, as well as working hard to bringing their prospects and customers along their sales process path. However, many times the prospect/customer feels like they’re walking a…