A True Story of Millions Lost Several years ago, I worked with a privately-held business that was quite successful with twenty outside salespeople. John (not his real name) was ...

Are you hunting for "sales wolves" or are "sales vampires" hunting you? If you are fortunate enough to have one or more true sales wolves on your team, you already know that they ...

"Show me a good loser and I will show you a loser." Vince Lombardi was right.

Nothing drives the bottom line forward like a strong salesperson. A top sales performer - a "sales wolf" - will consistently produce 10-20 times that of a bottom performer - a ...

Is your sales team beautifully designed? There is no question that Steve Jobs will go down in history amongst the greats - Alexander Graham Bell, Einstein, Thomas Edison, Frank ...

It is that time of year again. The time where many people reflect upon the 350 plus days prior and they consider what they will "try" to do differently in the next.

A salesperson's mindset is a powerful drag or boost on sales performance. Long ago I came to realize the power of a salesperson's mindset. It either works for them or against ...

"Fred" (not his real name of course) was one of the first hires 20 years ago when the company started. He is a childhood friend of the founder. Fred is the "golden child". He is ...

Recently I asked a sales manager, "How much does it cost you to hire someone who does not sell?"