How to Create More Time for Selling

Would you like to have more time to be prospecting and selling?  Perhaps a better, albeit obvious question: Would more time for selling make you more money? (Of course it would!) I want to help you have more time for what really generates money for you: selling. Having a great process, but not enough time to execute it properly, is not a recipe...

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5 Ways to Improve Your Sales Skills

“Leaders don’t see success as a destination, they see it as a journey to take others on.” Wherever you’re at on the totem pole, I’d bet there’s room for improvement. Do you want to get to the top? If you’re looking to grow your career in sales by any measure, these 5 areas will help get you to that next level. Keep reading, then let’s get to work....

2w

15 Dos and Don’ts of a Profitable Sales Process

Your sales process is a vital element of your success. A process that’s simple, sustainable, and scalable can make you the author of your own fate.  How does your process measure up to these 15 Dos and Don’ts? Today’s blog brought to you as a sneak peek into the new masterclass: Roadmap to Excellence: How to Become a Top 1% Salesperson. Click here...

3w

3 Groups Salespeople Must Be Accountable To

Accountability in sales often gets overlooked as a key trait of top performers. Perhaps because it causes us to look in the mirror.  However, without accountability, even if you’re at the top, you have little chance of staying there. Why? I’ve got three groups you should be accountable to, and the reasons why. Accountability goes hand in hand with...

4w

7 Ways to Upgrade Your Network

Is your network causing you to rise, fall, or is it nonexistent? Who doesn’t wake up in the morning and say, “Man, I want to be in the president’s club. I want to be at the top of the food chain. I want to be the number one person on my sales team.” Surely you don’t wake up and say, “Oh gee, I want to be average.” No, you want to be great. Because...

5w

7 Truths for Mastering Your Mindset

There is no reason to think that your mind isn’t capable of doing amazing things.  It’s incredible that your mind could ever tell you, “You can’t do this. You can’t do this.” Unfortunately, that’s what most average salespeople hear. However, the top performing salesperson has a mindset that says, “I can find a way to do this.” Is your own mindset...

Apr 2022

6 Ways Great Salespeople Master Their Time

Who is in charge during your day, YOU or TIME?  As a sales professional, your time is valuable. And wasted time is wasted money. Let’s explore 6 time management skills that could propel you to the top. Today’s blog is part of a series inspired by this month’s masterclass, Roadmap to Excellence: How to Be a Top 1% Salesperson. Enrollment is open...

Apr 2022

10 Time Management Strategies for Salespeople

What does it take to move to the next level? What does it take to become a truly great salesperson? I continue to argue that time is our most valuable asset. What you do, and don’t do, with your time can make or break you as a successful salesperson.  Here I’ll share 10 easy tips for how to take your own time management skills to the next level. How...

Apr 2022

8 Characteristics of a Top-Performing Salesperson

What would it look like for you to be in the top 1%? Hey, you at least want to be in the top 10%, right? Otherwise, why are you in sales? Because GREAT salespeople don’t settle for average.  In my book, A Mind for Sales, in the final chapter, I list 18 traits that the top 1% of salespeople do. Today I’m sharing 8 of those with you. I invite you...

Mar 2022

How to Know if a Prospect is Worth Your Time

Is your pipeline a water tap or a sewer line? Too many salespeople have a pipeline that is really nothing more than a sewer line because stuff is just plugging it up. I’m talking about prospects that are sitting there, but  not going anywhere. So how do I keep this from happening? I want to ask you five questions to keep you on track, and help...

Mar 2022