A Mind to Be Grateful
Many of us spend this time of year thinking about how thankful we are.  I searched to find some of the greatest thoughts and ideas ever shared on gratitude… Albert Schweitzer teaches us to be grateful for those who inspire us… At times our own light goes out and is rekindled by a spark from another person.  Each of us has cause to think with deep gratitude of those who have lighted the flame within us. -Albert Schweitzer Meister Eckhart puts gratitude in perspective with two simple words… If the only prayer you said in your whole life was, “thank you,” that would suffice.

Committing to Your Pipeline
This is Part 2 of a three part series dedicated to building a championship pipeline.  Today we will talk about the core requirement.  It is the same for everyone.  The key to a great pipeline is…  Commitment! Selling Like a Rookie Committing to Your Pipeline Sales people get pulled in many different directions.  From lead generation on the front end, to closing the deal on the back end, there is a lot to do! Throughout the process, you must be committed to adding new opportunities to your pipeline.  The f

Prospects Going Into Holiday Mode
We are in mid-November, one week away from Thanksgiving, and it seems like nobody is answering the phone.  Decision makers are dragging their feet, going quiet for days, and sometimes weeks at a time.  It’s driving us crazy!  Right? Here is a list of four things we can do right now to ensure our success: Focus on Volume – When our prospects go into holiday mode we have to respond with hammer down mode!  I mean, there are only two options here.  We either impose our will, or we give up.   We might get frustrated, we might get tired, and that’s all normal, but I guarantee you, we are not giving up! Leave Voice Mail - I

Selling Like a Rookie
During the next three weeks I’m going to share a three part series with you.  We’ll focus on building a championship pipeline!  Part 1 of 3 begins with… Selling Like a Rookie I believe the selling season lasts year round.  Thousands of companies need help and will buy your products regardless of the time of year.  That said, your industry most likely has an exceptionally busy month or quarter when many new clients buy your services.  In effect, you are always working for three time frames… the present month, the quarter, and the “busy season.”  It is during these per

What Great Managers Say and Do
Reader Q&A: Great sales managers have a knack for inspiring and driving sales teams to achieve top performance.  These managers seem to always say and do the right things. What great things do managers do to inspire and motivate you? What things do managers do that demotivate you? Digg this!