Sales leaders and managers are always trying to figure out what the “right” number of calls, to hold an inside sales team accountable for, should be. Likewise, inside salespeople are working to understand how many calls they need to make…

Everyone knows that people buy from people they trust, as well as understanding that taking the right actions is required to earn it before a sale happens. Yet, most salespeople don’t consciously put effort into building trust in every interaction…

I’m sure you’ve heard or even said “you are what you eat.” Of course, I had to look up the origin – we have Jean Anthelme Brillat-Savarin to thank for its popularity. Way back in 1826 it was in his seven-volume book The…

I had to ask myself a question recently: What is stopping me from getting started? As soon as I began to think about my answers, I realized they were all excuses. According to Merriam-Webster: The first definition of Excuse: to make apology…

I was having a conversation with Janice Mars of Sales Latitude and Meshell Baker who Ignites Confidence about sales and sales leadership. When I made the statement – I don’t know that sales managers can actually coach their team. For the record: Managers and leaders…

I’m a huge fan of Jill Konrath’s book SNAP Selling! Then one of my clients asked about a training class to teach salespeople how to have conversations with crazy busy prospects & customers. You know who I mean – the ones who…

I was talking with a friend of mine about things that, when they happened were considered mistakes or failures. My personal favorite is that Dr. Spencer Silver, a 3M scientist, was working to “develop bigger, stronger, tougher adhesives,” when he created…