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A mentor once told me; the moment we stop prospecting for business is the moment we are out of business. Hurts. But it is so true. He went on to say that we didn’t have to like it – but we did have to do it. Stinks. But it is also true. Let’s get the […]

Fall on Your Sword: Definition: To voluntarily take the blame or responsibility for a situation. It’s an all-too familiar scenario these days – the challenges caused by the lack of resources coupled with the supply chain issues and anything else you’d like to throw on top of all that . . . A customer or

Before we dig in, please understand an important point when it comes to D.I.S.C. It is imperative that you understand your own D.I.S.C. Personality Type. This is Step One. You will interact with different personality types and to do that you must understand how much you need to “act” (alter your style) around others –

We all have that perfect salesperson in our company. “That guy.” The guy that never makes a mistake. Always does things right. His customers love him. He’s the greatest salesperson in the world (just ask him). He closes just about everything he touches. And when he doesn’t, it’s never his fault. Let’s call this guy

Let us clarify something. This does not apply to every salesperson and sales organization out there. If you are experiencing strong sales and times are “good” – that is fantastic. Either keep reading and show some respect for other salespeople or delete and move on – it is good to be you! Call it what

A few weeks ago, a client asked if I could write a blog about Women in Sales. She said she still runs into people that don’t want to talk to her. She is convinced that they don’t give her the time of day because she is a woman. This may be hard for some of

Before you start reading . . . let us agree on something. If you promise to read this entire piece (end-to-end) we will promise that nothing in it will be news to you. Do we have a deal? Nothing new here! Then why should I read it? (great question). You should read this because there

Have you ever spent two, three, six (or more) months working on a deal? You have momentum. Everything seems to be going well. Your solution is perfect. Your contact returns your calls. She replies to your emails. She meets with you when you are at her office. She even goes to lunch with you, as

Who wasn’t raised to “Be nice to people?” Growing up, how many times did you hear, “Don’t do that, you be nice to your brother or sister?” Your mom or dad often said, “That’s not nice, say you’re sorry.” That’s just good rearing. The kind of advice that you’d get in any parenting book. So,

Well, this makes two blogs in a row where the title says it all! So, you are an approved supplier. Sure hope so! You HAVE to be an approved supplier to get in on the deals in 2025 (entry level stakes). But that does not mean that all of the deals you pursue are qualified.