What’s new for 2013? Here are my predictions for how successful companies will succeed in attracting, retaining and leveraging their customers.

Today I weigh in on some interesting statistics from real world sales situations that you can profit from… if you leverage the information correctly.

Often, sales people say they have tried it all. Really? I don’t buy it. If you want your situation to change you must change first.

The difference between a good testimonial and a bad testimonial will make or break your sales win rate. Listen to this podcast to learn the three critical elements of all good testimonials.

Listen to the difference between a pipeline and a forecast. I can’t stress enough that understanding the key difference is the first step to increasing forecasting accuracy and gaining buy in for using the pipeline.

Today, your prospects don’t just need to trust you. They also need to know that you are the expert in their business that can guide with business decisions. Today I explain how to develop expertise that will differentiate you from …Read More »

Sales people who do not execute the fundamental practices that lead to success make more mistakes and lose more business. When leaders miss these signs, they also miss the chance to coach their sales team so they can correct the …Read More »

Unidentified failing objectives or the UFO sales scenario, is the topic of discussion in this podcast. We explain how this happens, and provides a real life example to help explain the problem.

This sign of Sales Whiplash™, called the Sales Trap, is when the entire company delivers inconsistent revenue production throughout an entire year. This Sales Trap also leads to more serious sales issue, which we explain in this podcast.

The first sign of Sales Whiplash™ is the Hockey Stick. This podcasts explains the Hockey Stick and helps you identify the trends so you can make some quick changes and turn around your results.