Dave Tear

If someone told you your job was to call or email people who you don’t know… that didn’t want to talk to you … about something they didn’t want to buy … how quickly would you sign up? Nobody would be dumb enough to sign up for that. It’s ridiculous. I’d rather poke my eyes […]

When you think of the word “pander” what do you think of? Merriam-Webster’s dictionary says it’s to do or provide what someone wants or demands even though it is not proper, good, or reasonable. I think of the overly-nice salesperson. That constantly up-beat guy, ridiculously positive & over-the-top with his willingness to accommodate. The gal

One of my favorite things to do on our annual 4th of July holiday vacation is to walk the beach in the morning (Greenbush, MI on Lake Huron – about 45 minutes south of Alpena). I put the earbuds in, select my favorite playlist & start to solve all the world’s problems. This weekend it

One of the most important things I have to do (as a sales trainer/coach) is to determine what motivates my clients. Sometimes that’s easy to do – other times, not so much. The question is an easy one to ask: “Why are you in sales?” The hard part (for some salespeople) is the answer. I have

The hockey community (& other sports communities) have a phrase: “Act like you’ve been there!” This is intended for the rookies. It’s an attitude that serves these rookies well – if they live up to it. Easier said than done for many. How often do you see a rookie in any sport make on-the-field (or off-the-field) mistakes?

A previous blog mentioned that colleges & universities are finally getting around to offering Sales & Selling as a major. I said it before, ‘bout time. It will be great to have grads coming out of school with the intellectual capacity to understand what happens in sales. True, they will know about sales. Yes, will

For some salespeople the answer is obvious. For others, not so much. Do your sales leaders a favor. Don’t put them in a position of having to constantly motivate you. It’s exhausting, it’s distracting & it doesn’t work! It’s a fact. Motivation (for a long period of time) does not work. Oh sure, your boss

This won’t be one of those corny blogs that attempts to motivate you and tell you what a great year this will be. That’s up to you. What I will do is ask: What’s going to be different this year? If you are not happy in your sales role; if you are not making the money

That’s a Bunch of Bull! How many salespeople do you know that think no one wants to see a salesperson between the holidays, and go on cruise control between Thanksgiving and New Year’s Day? How many companies do you know of that actually admit to winding things down right about now? It’s very common and