We’ve all been there many times. You want to win the customer’s business but at some point the customer becomes evasive, non-responsive or otherwise they just don’t hold up to commitments. Is it possible to hold customers accountable? Or, are we destined to a life of service and entertainment – one where prospects and...

There are many great sales organizations. In fact, several leading publications rank them each year, such as Selling Power Magazine’s annual list of Best Companies to Sell For Now. The best sales company ever, in my humble opinion, was US Robotics. US Robotics was a little company out of Chicago that grew to a...

Conflict resolution can be a hot topic in today’s corporate world. Of course, many speakers and trainers camouflage the topic by referring to it as team building. Everyone loves a fully-functioning team that has a common vision, spirit and drive. And that my dear friends, is why I believe that conflict is good. You...

Sales training investments are a tough choice for most companies. Despite the immediate ROI provided by effective sales training, many companies struggle to commit to programs.   Sales professionals tend to be highly intuitive, and that’s not a bad thing; but it is a risk factor as process and execution are critical for sales...

Sales training is an important element to sales success. Yet, any sales strategy should be complimented by systems and resources that empower your customers to buy. Years ago, employers would talk about hiring entrepreneurial skills; today, companies are not looking for entrepreneurial skills. The days of world class CEO Jerre Stead proclaiming: “people are...