Staying sharp physically and mentally go hand-in-hand. I use physical exercise to maintain my business focus and energy level.

“You must never confuse faith that you will prevail in the end—which you can never afford to lose-- with the discipline to confront the most brutal facts of your current reality, whatever they might be.”

- Jim Stockdale

Great sales advice from a former high performing sales pro.

A thought on how to manage the ups and downs of your business.

Crazy economic times are a perfect opportunity to start thinking differently about the value you bring to the marketplace.

Early in my career I had a sales manager who required all sales reps to host “Root Beer Float” parties at the offices of their top prospects. I resisted this silly idea and you should to if you’re ever asked to do something like this as a way to generate new business.

Today I planted seeds. I got out of the office and met a bunch of new people. Now is the time to build the foundation for the expansion of your business.

One of the best ways to become known in your industry as an expert is to begin by building your local network.

Success in B2B sales is easier - and faster - when you set an objective for yourself and have a process to achieve it. Then all you have to do is work the plan consistently.

Knowing what needs to be done and having the self discipline to complete them daily is key to your sales success.