How Can I Create A Better Sales Culture in My Company?

 Change the way you talk about your sales staff –There is no business without a sale. Hold up your sales achievers with reverence and respect. That starts with the way the people at the top talk about and promote the sales team. Modify the compensation structure –People do what they are incentivized to do. Commission…

What are the success habits of successful people?

If you want to be more successful you’ve got to make bold; strategic decisions to rise above mediocrity. This could mean working longer hours, perfecting your craft by reading & learning more, taking on more risks, or changing the people around you. Take a page from billionaire tycoons Sam Walton, Bill Gates, & Rockefeller. These…

What can I do to get FAST marketing results?

Most overnight success stories we read about today don’t divulge the many years of pig headed discipline and determination it took to reach that success. My point is, many times FAST is not always reality. With that said, there are some force multipliers you can use to increase your marketing results but the truth is…

Q: How can I create more leads to buy my product/service?

A: It’s important to understand that at any one time there’s only 3% of people who’ve already made the decision to buy a certain product or service and another 7% who are just thinking about buying a certain product or service. The remaining 90% of people fall into these 3 categories: Not thinking about it Don’t…

Why People Don’t Buy, Even When They Show Interest

Q: Why don’t some people buy even when they show interest in my product/service?   A: There are those occasions where someone walks into your store, visits your showroom, asks to be contacted, sits through a sales presentation but for many reasons don’t buy. This can be confusing for marketers, salespeople, and business owners. Let’s…

How to Grow Faster in 2017

Q: It’s a new year. What should I avoid doing this year to grow faster? A: Ask yourself; are there some actions I’ve taken or not taken, weighing on the results I want? Are you committing any of these business growth mistakes? Holding on to underperforming employees- some quit mentally but show up to the…

Would You Rather Be Right Or Rich?

Would You Rather Be Right Or Rich?

This isn’t a trick question. And there’s no right or wrong answer. It’s a question posed to examine your business philosophy and selling style. Because most salespeople are A-type personalities with strong conviction in their beliefs it appears many act like they’d rather be right. Alan Weiss, a leading organizational change consultant once said “argue…