Dave Tear

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

Salespeople, does this look familiar . . . ? You arrive at work. Grab a cup of coffee. Talk to a few people in the lunch room. On the way back to your office or cube you stop & talk to two more people to complain about the Detroit Lions. Finally sit down at your

Are you a “people-person”? Do you like people? Do you love ‘em? Lots of salespeople say they do. Watch them in action & it’s painfully obvious that they do. Painfully? What’s so painful about a salesperson liking her prospect? What’s so wrong with really loving your customers? Well, let’s dig into that one for a

Spend an hour watching Mad Men and you will definitely be entertained! AMC does a great job capturing what it was like to live and work in the ’60s (so they tell me). The ‘60s was an interesting decade. People smoked in the office, drank in the office, pregnant women smoked and drank, and innuendo

Do yourself a favor; never, ever ask a prospect in sales this question: “Are you the decision maker?” Huh? Every sales book you have ever read tells you that you must be in front of decision makers in sales. True, but the way you ask is crucial. It takes a bit of style and grace.

If you’ve been in sales for longer than a week or two there is a good chance you relate to the hardest part of this profession: finding new business. If you are not an Account Manager (on one or a few accounts) or in a retail sales position (where business comes to you) you have

Most of us know PDC as Parts Distribution center. A common acronym in quite a few industries. Makes sense. But we have a new one for you: PASSION DESIRE COMMITMENT These are 3 must-have ingredients for superstar salespeople. Ever wonder why Ben (the technical whiz) has a hard time hitting his numbers ever month?  Why