7 Sales Mistakes To Avoid from a Painfully Awkward Video20170827222452

7 Sales Mistakes To Avoid from a Painfully Awkward Video

The late, great comedian, Jerry Lewis, sat for an interview in his 90’s with a staff member from The Hollywood Reporter. The interview is known as 7 P...
Use This Simple Technique to Increase Sales20170821143938

Use This Simple Technique to Increase Sales

You can increase sales by maximizing the opportunity with the buyer sitting in front of you. When a buyer shares an issue that your product or solutio...
9 Reasons Why Top Salespeople Leave20170718152605

9 Reasons Why Top Salespeople Leave

Finding good salespeople is hard enough. Losing a good one can really sting. Why top salespeople leave can be a mystery. According to Harvard Business...
Never Put This Person in a Hunter Sales Role20170421022836

Never Put This Person in a Hunter Sales Role

In this series, I identify a group of sales candidates who, when hired, fail to meet expectations. But they all have one thing in common: they intervi...
Don’t Get Fooled by “The Pinball” Sales Rep Candidate20170406005829

Don’t Get Fooled by “The Pinball” Sales Rep Candidate

In this series, I identify a sales rep candidate who, when hired, fails to meet expectations. Like many other bogus candidates, they have one thing in...
Run Away from the “Face Palm” Sales Candidate20170404144710

Run Away from the “Face Palm” Sales Candidate

In this series, I’m identifying a group of sales candidates who, when hired, fail to meet expectations. But they all have one thing in common: they in...
The 10 Books I Recommend the Most20170321143236

The 10 Books I Recommend the Most

xPotential Selling2:32 pm, , , , , , 0 comments
I am a sales trainer. I’ve invested the last two decades of my life helping salespeople and sales leaders become more successful working with companie...
10 Things You Can Do to Become a Better Salesperson Right Now20170314174712

10 Things You Can Do to Become a Better Salesperson Right Now

We all want to improve as sales professionals and skill development is a lifelong process. Here are ten things you can do right now to become a better...
16 Questions You Need to Ask Your Customers Right Now20160913144633

16 Questions You Need to Ask Your Customers Right Now

Ask your customer questions about their business and where it’s going. Focus on collecting information relevant to what, why and how customers buy fro...
Dramatically Improve Your Sales With This Magically Worded Question20160626080021

Dramatically Improve Your Sales With This Magically Worded Question

Using the wrong words (even when asking the right question) can lead you to false assumptions and adversely affect your next appointment. Follow this ...