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

The most common feedback from sales training and how it can help you After more than 20 years of training and leading salespeople, I truly enjoy the one-on-one moments of feedback. Its that moment

Selling to the farmer AND the reseller It can be the best of selling methods and the worst of selling methods. This, of course, is the sales version of the opening line from the famous book, A Tale

How did your dad help you become a better salesperson? As many countries across the world will celebrate Fathers Day this coming weekend, I felt it best to honor all fathers, father figures, and anyo

How Steve Martin and a performance review can help you close more sales How can I close more sales? Its the most common question I get in sales trainingand not surprisingly, the most common weak