Business is under attack. The economy has changed all the rules. Every company survives by the loyalty of their employees. Executives work in the board room; making decisions about the direction of their company without ever considering the ramifications on their hardest working employees and/or team members….those that make the company what it is. CBS [...]

With all of our electronic communication tools available today, sales people can literally prospect the universe and close business with clients they may never meet face-to-face. However, there are still business relationships in B2B sales where the value of your product or service is such that having face-to-face executive level connections between the two organizations [...]

As I was doing research on the sales coaching industry, I discovered there is a great deal of garbage about sales coaching on the internet. People who are posing as sales experts are infiltrating minds with myths that are absolutely false! And, that’s exactly why I’ve written this article… To make some waves in my [...]

I was in the depths of a major depression. As a third year salesperson with a good company, I was doing well, and was on my way to becoming the top salesperson in the nation for that company. But business had slowed down a little, and I didn’t have my usual number of proposals out [...]

In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals. The gritty day-to-day interactions between the salespeople and their customers are frequently filtered through the perspective of the sales manager on their way up the ladder. The aspirations and strategies of the company’s management must [...]