Here's one of the foundational principles for sales success: You'll always be more effective if you think about what you do before you do it. In this podcast, I unpack that statement, and provide you with a step-by-step planning process you can use for to take your sales performance to a higher level.

Sales is an emotional roller coaster, and unless you figure out how to manage those emotions and keep yourself motivated, you'll have a difficult time succeeding. Unpack this issue and gain specific ideas and techniques to keep yourself motivated.

It's the moment that many salespeople dread. You've asked the customer to do something – give you an appointment, issue a P.O., or schedule a demonstration and, instead of saying "Yes," the customer gives you a reason why he/she does not want to do what you've asked him or her to do. Here's how to handle the objection effectively.

The quickest way to improve your performance is to improve your use of time. Salespeople are often guilty of these four common time wasting habits. See if you are guilty of any of them, and then eliminate them to improve your sales results.

Salespeople are overwhelmed with too much to do and not enough time in which to do it. Something must change. The best way to take control of your time is to change the way you think and the amount of time you spend thinking. In this post, we share three specific ways to do that.

There is something about adversity that has the power to linger forever in our memories, shaping our character and molding our behavior for the rest of our life.

Here are three keys to dealing with it effectively.

Few sales people ever stop to give thought to what it means to stay balanced. Using a sailboat metaphor, we look at six specific initiatives to bring your life into balance and empower you to work at the most effective level. This is a higher-level practice for the serious professional.

In our chaotic economic environment, countless things demand your attention and divert your focus. In this unprecedented environment, we need to have a greater understanding of how we can become more effective and less scattered. That means understanding how we make decisions, and attending to the deeper issues that impact everything else that we do.

Salespeople have a tendency to repeat certain negative behaviors and turn them into habits. Generally, they are not even aware of them. These negative habits detract from their performance. Here's number five on the list of the five most common sales mistakes.

There are certain negative habits that B2B salespeople commonly create. These unconscious habits reduce their effectiveness -- and most don't know that they have them. Here's number four in the series.