Dave Tear

 It happened again! A client with an idea for a blog. Speaking with this client last week (a sales leader with a strong pedigree) – he made a pretty cool comparison – Chess and selling. His comment was, “I wish our Sales Team  would  look at a deal and think 2 or 3 or 4 moves ahead […]

You’d have to search pretty hard to find anyone that has seen the movie Caddyshack that didn’t love it. It’s great. Rodney Dangerfield, Chevy Chase, Ted Knight. Who can forget Judge Smails putting pressure on Danny to putt on the final hole? “Well, we’re waiting!” Pure Smails. This could hurt. Someone asked a while ago,

Some of the best ideas for blog topics come from clients. This one is right up there. Working with a client before the holidays. The topic was Time Management Skills. Not the sexiest topic on earth, but so important for many people. We were hovering over the occupational hazard of procrastination. A few minutes into

Attention readers: This IS NOT a piece on positive mental attitude. We all have good days and bad days. This is only to suggest that, given the choice, most people would prefer to surround themselves with positive and charismatic people.  Thanks to the salespeople and sales leaders out there taking a little time to read

We will never stop giving props to Christy Seitz for this idea – The Twelve Days of Selling. Thank Christy for this one if you like it. If not . . . it’s all on me. On the first day of Christmas, my sales coach said to me get to reality. On the second day

What would the holiday season be without the “It’s the Holidays blog”…? It’s that time of year. Time for a reality check.  How many salespeople do you know that go on cruise control between Thanksgiving and New Year’s Day? How many companies do you know that will actually admit to winding things down right about

Affecting your health? Maybe not. Affecting your sales? ABSOLUTELY! Where do “nice guys” usually finish? Yep. Last. What do “nice salespeople” usually do? They chat. They make small talk. They smile a lot. They laugh. Some even giggle. They say “yes” a lot. Think of that overly nice salesperson. That constantly up-beat guy, ridiculously positive

Has selling changed in the last few years? Yes! No question about it. Are prospects & customers getting smarter about your products & services? Likely. Is competition as fierce as it has ever been? Good chance. Are prospects and customers harder to contact? DEFINITELY! A few years ago, we could easily blame it on the

“Hardened me” may be strong words – we’re certainly not making any comparisons to Stoneman. But if you were to ask my mom, she would have told you that the last 30 years in sales has definitely toughened me up. And that is not entirely good news . . .  to her. Some people need

Let’s have some fun. We’ll make statements. Statements about things that happen to you often in sales. Reply to the statements with TRUE or FALSE. Let’s see how you do. No surprise, here. ALL FALSE! Disagree? Call me, we’ll talk it out.