Want to Win More Sales? Use Your Prospects’ “Value Curve”

As I’m sitting down to write this post, I’ve got my email in-box open, my cell phone next to me, my office phone ringing, and a to-do list a mile long that will undoubtedly keep me occupied until I’m well past my retirement age. In other words, I’m distracted. Then again, in our current world […]

What’s Old is New Again: Infographics

Like the phoenix rising from its own ashes, an infographic really is the rebirth of what trainers have been using for decades: the job aid. Just like it sounds, an infographic is a very effective, visual way of presenting information, like a map of a subway system. The pictures help the reader quickly see patterns […]

How to Increase Sales Training Attendance

You’ve built it, now how do you get people to attend your training program? You might assume that just because you listed it in the learning management system or an executive said it was mandatory that the training will miraculously fill. That’s just not the case. So take a page out of marketing’s playbook and […]

[Video] Hitting Your Sales Targets this year

Every salesperson wants – and, really, needs – to achieve the sales targets that are set for them. But true sales success and greatness is often measured by more than that. In the video, I reveal six steps that can help you not just hit your revenue goals this year, but exceed them!

What You Can Learn from the Denver Broncos About Protecting a Lead

In case you haven’t heard, Denver Broncos quarterback Peyton Manning had a pretty decent season. (Being from Denver, I’m following this pretty closely, of course.) The future Hall-of-Famer threw for 5,477 yards (an all-time NFL record), completed nearly 70 percent of his passes, and accounted for 55 passing touchdowns (another NFL record). OK, so Manning […]

Tips for Winning a Sales Gold Medal in 2014

Over the holidays, I had the pleasure of spending a few days doing something I love — skiing the beautiful mountains in my home state of Colorado. The scenery was beautiful, the slopes were covered in fresh powder, and, thankfully, all of this happened before Mother Nature decided to blanket much of the country in […]