In a recent social media post, I shared an experience where I asked salespeople to share their goals with the group.  What I didn’t share with you was the number of people who couldn’t tell me what they’d need to do – specifically – to ach...

I'm a big fan of Jeffery Gitomer who taught me that sales are made emotionally and justified logically.  This simple yet power statement had a profound effect on the way I sell and this episode speak to the reasons why. &nb...

If we want to sell our price, we need to stop looking for excuses and start looking for results.  Your sales success is not a function of your selling price, the market, the competition, or the customer.  Your sales success is a of YO...

So, with this podcast, we're going to shift gears a little bit.  I normally speak about sales and selling but during a recent training session, I had a few salespeople tell me they needed some help managing their time - and this actually c...

I was recently asked if I had any training that speaks to the basics – they wanted me to try and break the training down to sales 100, sales 200 and sales 300 level course.  I’ve got to be honest that I struggled with the idea because I th...

Salespeople are the engine that drives the business, and the business cannot survive without them.  They are the hunters who seek out and bring back the revenue the company needs to survive and grow.  They are the farmers who cultivat...

Research suggests that more than 60% of sales people will cut their price if the prospect requests it – even if the prospect acknowledges the solution is better and worth more.  Think about that.  In our world, this equates to the pro...

Stop spending money on sales training.  It's a complete waste of money and time.Study suggest that 90% of sales training has no lasting impact on professional behavior.  The data tells us that salespeople forget at least 50% o...

In today's podcast, we highlight a very simple way contractors can grow their sales, shorten the sales cycle, improve the buying experience for their prospect, and protect their profitability.  I’ve been working with home improveme...

Some salespeople will be quick to lower their price because it's easy to do and they don't have to feel guilty about doing it.  Some salespeople feel guilty about selling because they have a negative image of sales and they've been...

If you’re in sales, you’ve probably heard people tell you that sales is a numbers game.  They try to support this claim by telling you how every “no” you hear brings you one-step closer to a “yes”.  And while that may be true on some ...

Business leaders and managers must recognize that there isn’t just one leadership style that works for all conditions. The situational leadership theory includes four leadership styles that helps leaders direct, coach, support and delegate – wh...

We're joined by Matt Coats who serve as the Sr. Director, Organizational Development & Talent Management for SRS Distribution.  Matt brings a wealth of knowledge on the subject of management, leadership and what manager can do to get t...

This episode features Tycie Forbes, the Director of Talent Acquisition for SRS Distribution.  Tycie brings a wealth of knowledge on the subject of recruiting and answers questions  specific to: <...