And how to minimize or remove them Every business has a bottleneck. Your sales territory is a business, and it has bottlenecks. What about you and your territory? If you are selling $1 million in pr

Improving your sales results with just one measurement Most of us have heard the old carpenter saying, Measure Twice, Cut once. Its a reminder to double-check our measuring and marks when doing a

Interview with Colson Steber from Ag Access on the importance of market data Im convinced that every salesperson out there can improve the management of their sales, their customers, and prospects wi

Use them on your next sales call to expand your customer relationship Ever get stuck in a rut with a customer? Maybe you have talked about everything you can talk about and sold them everything you t

Interview with Jim Miller Jim Miller joins me today on the podcast and webcast to discuss the importance of prioritizing prospects to focus your limited time on the most important prospects who offer

A new perspective on your role in sales I would like to present a unique perspective on what you do as a salesperson in your designated territory with your book of business. Im sharing this view as

Does not mean your customer is bottom line driven Within the first 24 hours of anyones sales career, they run into the oldest and most common objection: Price. It happens right away and it continu

Arm your salespeople with one of the most important tools With thousands of self-assessments on the market, DISC is one of the most important for salespeople. Typically, after taking the assessment, y

How to use story format to connect with your customers Every salesperson can help their customers by using a powerful story. The secret to a successful story in sales follows a format. These are n

How to build trust early in a selling situation Every salesperson can build trust faster, show more empathy, and develop deeper customer relationships by breaking the 4thwall on a sales call. What i