• Set Yourself Free.

    Posted March 22 by Dan Waldschmidt

    Anybody can be average. In fact, that’s pretty much the definition of ordinary. The status quo. What everybody else is doing. A job that pays you enough to buy a house, a car, and enough pleasantries to pretend like your future might be awesome. But average doesn’t ended nicely. You ...

  • And the Winner is...

    Posted March 20 by Bill Brown

    I hope both salespeople and their customers read this post. Who wins when a salesperson makes a sale to a customer? I mean who reallywins? If you think it's the salesperson then think again. The real winner is the customer. Let me explain why. Yesterday I had the opportunity to visit with fou...

  • How Not to Connect on LinkedIn

    Posted March 19 by Bill Brown

    Here is today's rant. I've done it. You've done it. We have both sent and received LinkedIn connection requests using the default "I'd like to add you to my professional network on LinkedIn" invitation. Let me share some reasons why we both need to stop doing it right now. It's lazy As a sales pr...

  • Prospects Want to See Great Salespeople

    Posted March 16 by Bill Brown

    Charles was one of the toughest prospects I had ever met back when I was selling rental uniform programs. He put me through the ringer. Every time I thought I had his business he pulled out a new objection from his bag of tricks. He wanted endless samples, his logo every-which-way, more references, ...

  • 29 Things To Quit.

    Posted March 15 by Dan Waldschmidt

    Winners don’t make excuses for their mistakes. They learn and grow. Winners don’t whine when things don’t go their way. They figure it out anyway. Winners don’t copy what other people are doing to be successful. They do their own thing. Winners don’t stay down on t...

  • Unless You're Willing, Nothing Changes.

    Posted March 7 by Dan Waldschmidt

    Unless you’re willing to learn, it doesn’t really matter what lessons life is trying to teach you. Unless you’re committed to working hard, no amount of talent or experience will help you be more successful. Unless you’re determined to get back up when you fall down, you&rs...

  • How to Effectively Use Technology To Help Close The Deal

    Posted March 4 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 ...