It’s not just Apple that saw its smartphone sales decline: report
Hot on the heels of announcements that Apple has experienced its first year-on-year decline in 13 years,…
It’s not about sales; it’s about relationships
In the spring of 1998, at the age of nineteen, I became licensed to sell life, health,…
How to get high-level productivity from millennials
In the sales world, there’s heated debate about the Millennial Generation. Do they really switch jobs constantly,…
Avoiding the networking disconnect
I was at a big networking event. More than nine hundred people were in the audience, and…
Why sales training isn’t working
In a previous Tip Sheet I’ve discussed how the motivation and skill of individual sellers have a…
5 prospects you should be aware of
Wishy-washy answers. Heel dragging. Elusiveness. Favoritism toward competitors. And, sometimes, downright unethical behavior. We’ve all experienced at…
Cisco Canada shifting more resources to the channel
SAN DIEGO, CA. – Coming out of the Cisco Partner Summit (Version 1.0), Cisco Canada president Bernadette…
Your three step sales readiness program
Are you ready to do what it takes to get what you want this year? Then consider…
4 types of clients you need to drop now
Not all clients are created equal. Nor should you be compelled to treat them equally. There’s no…
5 Tips for eliminating negativity on your team
Negativity in the office can be a real business killer. I’ve seen good people and great teams…
Sales training the wrong way and the right way
In my experience, I’ve found most companies approach sales training the wrong way. This might sound surprising,…
Five new ways to find a winning sales team
There are millions of great sellers out there in the marketplace. And yet sales VPs and business…
10 new ways to manage a virtual team
Today, team members come from inside and outside the company and may be working in the same…
Using the S.A.L.E. method to counter any and all objections
We all face questions and objections from buyers. The key to creating a non-stop sales boom is…
Why sales training doesn’t work
We discussed how the willingness and ability of individual sellers have a direct impact on your company’s…