Close X

Stress Management


Your CEO Wants To Do What?!

Your CEO Wants To Do What?!


Posted By on May 2, 2014

By Monika D’Agostino Your CEO wants to lead sales?! That’s OK….. … as long as she/he doesn’t micromanage. Readers who have been following my blogs know that I am very cautious when it comes to C-Level involvement and sales, but that only pertains to day-to-day operations and not the conceptual involvement. Your sales process, your sales training or any other sales related areas will not be successful if...

Read More
Working Hard But Not Selling Much?

Working Hard But Not Selling Much?


Posted By on Mar 28, 2014

by Dr. Janet Lapp There are two main reasons why talented and intelligent salespeople are poor performers. These pointers on how to control time and life snatchers will help you take action and start performing! Stop Scatter and Start Selling! Did you know that top sales performers spend between 75% and 95% of their time on high-payoff or ‘worth-it’ actions? Low performers spend between 25% and 40% of their time on...

Read More

by Nancy Bleeke, Author of Conversations That Sell I cringed as I watched the ‘guys’ return to the sales office bragging of their latest sales activities in the iconic sales movie Glengarry Glenn Ross. (We had a very long drive south last week to move our daughter for college and I needed something to occupy my time.) I found it painful to watch the actor’s bravado, lies to prospects, and desperation about closing sales during the...

Read More

By Eileen McDargh “Intelligent Optimism” Global warming. Water shortages. Terrorism. Failing health care system. Wars around the globe. Gas prices. Severe economic downturn. Look at the headlines and it’s enough to make you stay in bed. But wait! There is hope. It’s not the cock-eyed optimism sung about in South Pacific, the hottest show on Broadway. Rather it’s what psychologists in France are calling “intelligent optimism.” Such...

Read More
Do You Rationalize Business Ethics?

Do You Rationalize Business Ethics?


Posted By on Nov 20, 2013

by Leanne Hoagland-Smith Recently in speaking with a CEO, she shared that the last two mandatory meetings with her staff resulted in attendance of 75 percent and 50 percent. She met with those who did not attend and restructured the next mandatory meeting. Her question to me was: “Do they not understand what mandatory means especially since I have explained it more than once?” My response was sure they understand, but they have...

Read More

Do you sometimes allow your fear to drive your selling process?  This can negatively impact your close rate.  Here’s a way to deal with it. By Jill Konrath If you’re selling, you’re most likely experiencing fear. I say that, because I’ve dealt with it my entire professional career. I’ve worried about meeting my quota. Then, when I did, I worried about doing it the next month. I was afraid of losing...

Read More