What Avoidance Behavior is Holding You Back?

Self Motivation

Picture the sales rep who spends two prime hours every day online, and reading trade journals, the Wall Street Journal, and more, "so he can be well-versed, just in case someone asks questions." And the rep who feels obligated to assume ownership of all...

Smart Calling Online Now Open! Go Sample it for FREE

Resources I Recommend

After about a year in development, we’re officially introducing Smart Calling Online, which is the largest collection of inside sales, telesales, and prospecting training resources available anywhere. All of the best material I’ve created over the past...

Art Helping to Sell Art?

Photos of Training Clients

Just wrapped up a lively session with the talented Directors of Martin Lawrence Galleries across the US, America’s premier gallery of fine art, specializing in original paintings, sculpture and limited edition works. It wasn’t exclusively a session on...

Forget Doing Quotes. Create Personalized Proposals To Win More Sales

Prospecting, Uncategorized

I often see sales reps who are "quoting machines." At every opportunity they prepare price quotes for prospects, thinking that they have hot opportunities. Actually what they are doing is positioning themselves as a common vendor that is selling on price,...

Heel USA Sales Reps

Photos of Training Clients

Last Thursday and Friday I worked with the sales pros at Heel USA, a company that sell homeopathic (natural) medications. Their flagship product is Traumeel, the number one natural pain reliever. On the left is the Practitioner group, selling to doctors, and on the...