"There is no such thing as a worthless conversation, provided you know what to listen for. And questions are the breath of life for a conversation."

James Nathan Miller

Are you a conversational encourager or are you a conversational stealer?

Sales reps who take over conversations poison their own...

"Be ready and willing to be a beginner every morning. That's how you grow and step into your greatness."

Joel Brown

What could your team learn about their clients by developing a beginner's mindset?

Some will say, with experience comes comfort. I am here to inform you that comfortability is not...

“There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.”

Jeb Blount

What's your plan, process and procedure towards keeping and growing your existing client base?

A smart sales professional doesn't...

"Business happens over years and years. Value is measured in the total upside of a business relationship, not by how much you squeezed out in any one deal."

Mark Cuban

According to Gallup, an analytics and advisory company, competing on price is a losing (and unnecessary) strategy to earn...

"Communication leads to community, that is, to understanding, intimacy and mutual valuing."

Rollo May

All your clients have at least one thing in common, and it is you. Conversely, many have other things in common as well, such as job title, corporate challenges, hobbies, and possibly even life...

"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...