"The heaviest thing in the world is an empty pocket."

Yiddish Proverb

Let's translate this for all of you sales reps...

The heaviest burden a sales rep can carry is an empty pipeline.

• Get off your Tuches (Butt) and start prospecting!
• If you fail to prospect you will have Bupkes...

"When you show deep empathy toward others, their defensive energy goes down, and positive energy replaces it. That's when you can get more creative in solving problems."

Stephen Covey

In today's business climate where many are operating with fear, anxiety, and doubt; those who can lead with an...

"We make a living by what we get, but we make a life by what we give."

Winston Churchill

In today's fast-paced business environment, people are crazy busy, multitasking, and pressed for time.

The use of technology has exploded. It is easy to not interact on a 1 to 1 basis. We used to go see...

"If I speak of myself in different ways, that is because I look at myself in different ways."

Michel de Montaigne

Let me ask you a question, how far and how much have you grown in your sales life?

Take a moment, grab a cup of coffee, sit down, and reflect... go back 5 years ago and then push to...

"When values, thoughts, feelings, and actions are in alignment, a person becomes focused and character is strengthened."

John C. Maxwell

Stop for a moment, sit back, and now reflect upon this question...

How much value are you creating for your clients and prospects to help grow your sales and...

"Nothing is more effective than sincere, accurate praise, and nothing is more lame than a cookie-cutter compliment."

Bill F. Walsh

Let's all stop for a moment and think about this quote.

What is going through your head?

Now, let's all think about your clients.... When is the last time you truly...

“Gratitude is the healthiest of all human emotions. The more you express gratitude for what you have, the more likely you will have even more to express gratitude for.” 

Zig Ziglar

Appreciation, it's a wonderful thing to receive, however; how often do we give it back to others...

“There's just something obvious about emptiness, even when you try to convince yourself otherwise.”

Sarah Dessen

Sales professionals think before they act. They plan, prepare and practice as they build a foundation to success.

They lead with intention and become the example.

They are...

Throughout my career as a sales professional and sales leader, I’ve been asked to assess the closing probability of the deals in my pipeline. These probabilities are used to try to create accurate sales forecasts.

However, forecasts are rarely accurate, which can be frustrating for...

"We often take for granted the very things that most deserve our gratitude."

Cynthia Ozick

One enormous challenge for many in sales is the juggling of new business growth while trying to retain their current customers.

Choosing where to spend your energy and how to divvy up your time can be...

“The person without a purpose is like a ship without a rudder.”

Thomas Carlyle

One of the greatest gifts we have is our ability to choose how to live our life. I'm a firm believer that living with purpose does matter.

Merriam-Webster defines purpose as the reason for which something...

"Authenticity is more than speaking; Authenticity is also about doing. Every decision we make says something about who we are."

Simon Sinek

Authenticity, it is one of the biggest challenges for salespeople in a profession riddled with scrupulous, fake and disingenuous sales reps.

In a post trust...