• How to Effectively Use Technology To Help Close The Deal

    Posted Wed at 10:55 AM by JT Ripton

    Today's technology can help sales reps close deals more effectively. To reap the benefits though, you and your staff need to know which options to choose. These five strategies should help you improve performance by working smarter instead of harder. Give Sales Reps Reliable Internet Connections S...

  • How Much Better Should Your Life Be.

    Posted March 1 by Dan Waldschmidt

    It’s hard to have tough conversations. That’s why we call them “tough”. The kind where you crinkle your eyes and tip your head to the side. The kind where you can’t even look the other person in the eye. Those are the tough times where it’s painfully d...

  • Price versus Cost

    Posted February 24 by Josh Lowry

    The term "price" is often incorrectly used for "cost" by both customers and prospects. In fact, price is only one factor in the total cost of a product, service or solution. For example, if the price of Software A is $100,000 and the price of Software B is $90,000, the price of Software B is less. H...

  • Defuse Customer Emotions with Logic

    Posted February 24 by Josh Lowry

    During the sales process, customers can and often do get emotional, including displaying anger, frustration, etc. When directed at you or your company, never take emotions personally or react to them. These emotions are often the result of how customers feel about themselves, not about you. Acknowle...

  • Consultative Selling at the Executive Level

    Posted February 23 by Josh Lowry

    Consultative Selling by Mack Hanan is one of the best, if not the best, business-to-business sales books ever written. The net of the book is, consultative selling is about partnering with customers to improve their financial performance and competitive advantage to create a long-term, profitable re...

  • The Only Three Questions that Matter This Year

    Posted February 22 by Jeb Blount

    There are only three questions that really matter this year. Just three. Your answers to these three questions will determine what happens to you, your income, happpiness, sucess, and ultimately what you become. Your answers will either create a world where you raise your hands in victory or are lef...

  • Let's Talk About It.

    Posted February 21 by Dan Waldschmidt

    A lot of problems in life are simply communication problems. People get broken because they can’t have the right conversation with somebody who hurt them in the past. Companies get broken because they can’t say something that’s truly meaningful to the marketplace. Communities ge...

  • Why You Still End Up Being A Loser.

    Posted February 15 by Dan Waldschmidt

    Any strategy works as long as it is executed expertly. Obvious winning strategies like Zappos providing superior customer service and Amazon always having the cheapest price attract a steady stream of eager clientele. But it’s not just the obvious winning strategies that work. Bad strat...

  • That's When Your LIfe Changes.

    Posted February 8 by Dan Waldschmidt

    Being motivated isn’t you feeling happy or excited.It’s not “fluff” or unrealistic goal setting. Being motivated is a fire that burns deep in your soul. It’s the oxygen that fills your lungs and keep you from drowning. It’s not an optional asset to...

  • What Should Really Kill You.

    Posted February 1 by Dan Waldschmidt

    What if the bad habits you are tolerating in your life right now cripple your ability to be amazing in the future? What if this is the last moment you will ever have to accomplish your dream and you’re wasting it? What if you never reach your full potential because you just don’t ever ...

  • A Case for Sales Territories

    Posted January 29 by Josh Lowry

    John Patterson of National Cash Register (NCR) is credited with the creation of organized selling. In fact, the majority of the sales practices that he established in 1893 are still in operation today, including assigning quotas and creating territories. Sales territories are pre-defined accounts, a...

  • Business Scale in Sales

    Posted January 29 by Josh Lowry

    During the 12 years that I spent at Microsoft, scale was drilled into me every day. In sales, to avoid duplicated or unnecessary roles being utilized, scale means only the right people at the right time are involved in a client engagement. This standard ensures the highest and best use of each perso...

  • Creating A Sense of Urgency in Sales

    Posted January 27 by Josh Lowry

    Creating a sense of urgency in sales is critical to long-term business success. Having a sense of urgency means the company's entire sales force is energized to capitalize on opportunities and defend against threats. Each seller is driven to take action and win now, not eventually. Sellers make prog...

  • You're Not Willing To Win.

    Posted January 24 by Dan Waldschmidt

    There is a version of an old Buddhist phrase that goes something like this: “When the student is willing, the teacher will appear.” It’s simple — but quite accurately the biggest problem you have in driving corporate innovation. You don’t see ...

  • Why You Can't Seem To Get It Right.

    Posted January 18 by Dan Waldschmidt

    If success isn’t the only option you can afford right now, you’re probably going to fail. You might think you need more options than what you have right now. You might want more options than those you have right now. But more options means less urgency. Less intensity. Less r...

  • You're Going To Have to Hurt.

    Posted January 11 by Dan Waldschmidt

    The moment you decide you’re going to be awesome is exactly the time life decides to test how tough you really are. You’re going to have to hurt. Right after you decide you are going to save more money no matter what, you find out that a major appliance in your house just failed, and y...

  • Before You Make Resolutions This Year.

    Posted January 3 by Dan Waldschmidt

    Before you make new resolutions, decide what you really want for yourself. Before you make new resolutions, think about what you are willing to give up to achieve success. Before you make new resolutions, make friends with people who can push you further. Before you make new resolutions, be prepa...

  • Yes, It Is Your Fault.

    Posted December 28, 2014 by Dan Waldschmidt

    Nothing “happens” to you.  You live in a world that is entirely of your choosing. Do you hate your job, your job title, or your team? It’s your fault you are still stuck there. Are you fat, overweight, or need to get back into shape? It’s your fault you ...

  • The Best Way To Carry a Grudge.

    Posted December 21, 2014 by Dan Waldschmidt

    Anger will kill you. Stress and fear and petty retribution will eat your heart out. Passive aggression and jealousy will destroy everything beautiful in your life. And yet it’s so very hard to let go. Especially when you feel wronged. Especially when you feel like you don’t deser...

  • How To Tell If You're Losing Before You Do.

    Posted December 13, 2014 by Dan Waldschmidt

    You don't go bankrupt all in one day. Your marriage doesn't crumble overnight. Your business doesn't fail because you make one bad move one day. Failure is a process, not a moment in time. The things you do are less consequential than the thoughts you think. Your philosophy for life and your...