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

xPotential SellingAugust 21, 2017, , , , , 0 comments
When a buyer shares an issue that your product or solution can solve, it’s very tempting to swoop in super-hero style and with a big smile share how y...
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. According to Harvard Business Review: Estimates of annual turnover among ...
8 Reasons Why Qualifying Makes You an Awesome Sales Rep20170620185418

8 Reasons Why Qualifying Makes You an Awesome Sales Rep

1. You don’t get derailed by unknown decision-makers. Part of qualifying is finding out each of participants involved in the purchase decision. Fully ...
Avoid the Wandering Sales Candidate20170522221554

Avoid the Wandering Sales Candidate

Hiring salespeople is difficult. In this series, I identify a group of sales candidates who, when hired, fail to meet expectations. But they all have ...
Beware of Hiring the Golden Child20170515185322

Beware of Hiring the Golden Child

In this series, I identify a group of sales candidates who you might hire, but fail to meet expectations. They all have one thing on common: they inte...
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 Candidate20170406005829

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

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

Run Away from the “Face Palm” Sales Candidate

xPotential SellingApril 4, 2017, , , , 0 comments
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 SellingMarch 21, 2017, , , , , , 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...