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11 Dec01:34
11 Dec01:34
Dec 2018
Dec 2018
Why Your Prospects Aren’t Buying In

Why Your Prospects Aren’t Buying In

The View from Above Last week I flew from Dallas to Charlotte and had the pleasure of getting a middle seat in coach. Coach is where I often sit but I try and avoid a middle seat at all costs. But on this trip,…

27 Sep18:33
27 Sep18:33
Sep 2018
Sep 2018
app-browser-coffee

Don’t Let Tomorrow Get Ahead of You

Use Today’s Virtual Training for Tomorrow’s Success Keeping pace with tomorrow is getting harder and harder, but it’s more important today than ever before. All of us, especially as adults, have to keep learning and growing, or the world will pass us by. The…

28 Aug19:28
28 Aug19:28
Aug 2018
Aug 2018
From Sad Salesman to Soaring Success

From Sad Salesman to Soaring Success

From Sad Salesman to Soaring Success Your Career Trajectory Can Change. Just. Like. That. I started my sales career right out of college, with Mutual of New York. I lasted 3 months, and we parted ways. I hated selling. Because naturally, I am not…

03 Aug20:49
03 Aug20:49
Introvert walking up distant steps

Introvert By Nature, Salesman By Choice

Use Your Unique Qualities for Long Term Success. I have a confession. As a sales expert, you would likely expect me to be an extrovert. Well, you’d be wrong. My confession is: I am an introvert by nature. An introverted salesperson? Weird. It’s true,…

02 Jul16:19
02 Jul16:19
Jul 2018
Jul 2018
women having lunch

5 Reasons Why Being Yourself Is the Foundation of Success in Sales

What Successful Salespeople Have in Common In my career, I have met, trained, and even coached so many unbelievably successful salespeople. They had far more differences than similarities, but the one thing every one of them had in common is that they learned the…

20 Jun15:44
20 Jun15:44
Jun 2018
Jun 2018
woman-teaching

To Be Great at Selling, Find a Great Sales Coach

Great Performers Don’t Get There On Their Own The greatest performers in almost any profession that I can think of have great coaches; the performers don’t do it alone. In an article from the Harvard Business Review, they stated, “Most sales and service organizations…

16 May21:15
16 May21:15
May 2018
May 2018
teamwork

How I Built a 7-Figure Business

A Million-Dollar Lesson In 2002, I ran into a guy I used to work with many years before. As we got to talking, he asked what my new company’s revenue was. I said, “About half a million dollars.”  His response shocked me. “Is that all?”…

27 Apr20:30
27 Apr20:30
Apr 2018
Apr 2018
two-guys-talking

What’s Your Authentic Style of Selling?

Practicing Persistence Back in the 1980s, I learned a valuable lesson about selling. I was in the process of hiring my first salesman at the company I worked for. He wasn’t originally in the mix of candidates because I already had someone in mind,…

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