Sales Training Tactics

Have you ever sat at a table with a group of leaders, big time customers, or amazing people and wondered what the heck you were doing here? You know what I mean, don’t you? You look around and feel that these folks MUST be smarter, more talented and more deserving than you of the success [...]

To increase your performance by 15%, give 15% more effort.
-Brian Sullivan
Let’s not overcomplicate this. In sales, there are only two ways to get better results. The first is to make more sales calls. The second is to perform better on each call.  So how many prospecting calls do you make each week? And as an [...]

“Wishing to be friends is quick work, but friendship is a slow-ripening fruit.”
– Aristotle
I recently met somebody who proudly claimed to have over 100 friends on Facebook and to be connected to over 1000 people on LinkedIn.  I then made the mistake of asking how many follow him on Twitter, and he proudly stuck his [...]

As we express our gratitude, we must never forget that the highest appreciation is not to utter words, but to live by them.
~John Fitzgerald Kennedy
There are seven Army values that determine a great soldier. They are:
•    Loyalty
o    Bear true faith and allegiance
•    Duty
o    Fulfill your obligations
•    Respect
o    How we consider others reflects upon each of [...]

“Live as if you were to die tomorrow. Learn as if you were to live forever.”
Mahatma Gandhi

Two weeks ago while on family vacation in Colorado, a well-known philanthropic business executive named Tom Murphy (age 45) was tragically killed when a boulder fell from a mountain and struck his car. Two days after hearing the news, [...]

You will make more friends in a week by getting yourself interested in other people than you can in a year by trying to get other people interested in you.
-Arnold Bennett

Think of somebody new who you recently met who you now call friend. Why did you like them when you met them? How did they [...]

The great thing about tomorrow? I can be better tomorrow than I am today.
-Tiger Woods

An amazing thing happened this week. A 59 year old golfer named Tom Watson finished 2nd at the British Open…a tournament he last won 26 years ago. His score was better than dozens of golfers who were ranked better and as [...]

“If a man insisted always on being serious, and never allowed himself a bit of fun and relaxation, he would go mad or become unstable without knowing it.”
-Herodotus
Greek Historian

Do you go to bed with work left unfinished, 16 emails left unanswered, and four customers that need you… or the world will end? Is this making [...]

Management is doing things right;
leadership is doing the right things.
Peter F. Drucker
So what’s the difference, you ask? The difference is the “things.” For instance, there are a ton of territory and sales managers doing things right. The problem is, they are not spending enough time doing the right things. In other words, too often average [...]