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Accuracy in Research

Accuracy in Research

We live in an always on, always connected reality. If we are looking for information, we can typically find data on a topic in minutes, if not sooner. How did we get to an “instant news” society? Let’s review. I’ve always been a sports fan....

Belief in Your Industry

Being successful in sales requires pillars of belief. Think of them like tires on a car or legs on a table. When all four are solid (or fully inflated in the tire analogy), the business runs at its most productive. The four beliefs are: Belief in Yourself Belief in...
Social Selling

Social Selling

Social selling is the practice of engaging potential clients through social platforms. Some of these involve technology and the exchange of information on social media. Others leverage shared experiences, like book clubs, church groups, craft fairs, or any gathering....
Belief in Your Company

Belief in Your Company

Being successful in sales requires pillars of belief. Think of them like tires on a car or legs on a table. When all four are solid (or fully inflated in the tire analogy), the business runs at its most productive. The four beliefs are: Belief in Yourself Belief in...
Belief in Your Product

Belief in Your Product

Being successful in sales requires pillars of belief. Think of them like tires on a car or legs on a table. When all four are solid (or fully inflated in the tire analogy), the business runs at its most productive. The four beliefs are: Belief in Yourself Belief in...
Belief in Yourself

Belief in Yourself

Being successful in sales requires pillars of belief. Think of them like tires on a car or legs on a table. When all four are solid (or fully inflated in the tire analogy), the business runs at its most productive. The four beliefs are: Belief in Yourself Belief in...
By the Numbers

By the Numbers

Old school sales people often use a lot of jargon and sports analogies. One of the popular mindsets is that sales is a numbers game. That sounds like the kind of mindset that leads sales people to hustle. Many sales professionals are competitive. That’s why...
We vs. They

We vs. They

I was comparing notes on a presentation with a colleague, and together, we discovered that we present a portion of the information differently. When discussing the company whose products we sell, I prefer to say “we have the manufacturing facility, award winning...
Overcoming Procrastination

Overcoming Procrastination

I was meeting with business partners today at our favorite coffee house, and I spoke with a young woman who I know is a fantastic photographer. What I didn’t know was that she had quit her job, intent on growing her photography business. I congratulated her, but...
Not the Salesman

Not the Salesman

Not all sales professionals are created equal. Writing that, it may sound like I mean in their ability to sell, which is true, but not the only aspect. Sales professionals vary in many ways, including their motivations, approaches, professionalism, and yes, skill....