Why choose a career in sales? Or why stay in sales?  Every year there’s a 30% turnover in sales. People come into sales thinking it’s easy money, and then they realize it’s hard.  It’s one of the reasons I wrote my newest book, The Making...

What’s my potential in sales? I have ten questions for you, and they’re not skill-based questions. These are really emotionally-based questions.  I’ve recently come out with a new book, The Making of A Mind for Sales, designed to help you...

Are you doing enough in the sales process to close the deal? Salespeople are always quick to say, “My price was too high, that was the reason the customer didn’t buy.” That’s garbage. I want you to take that off the table.  I want to share...

Do I move forward with this lead or cut them loose now?  The more complex your sales, the more critical these nine questions are. The deeper you are into B2B, the more critical they are, too.  They still apply to simplistic sales and B2C,...

Just because you can measure it doesn’t mean it needs to be measured.  I see too many sales managers and salespeople measuring things just because it’s easy, and for some reason they think it’s going to make a difference.  I’m going to walk...

Are you committed to making it happen in sales? …Do you even want to be in sales?  Whether or not you got into sales for the right reasons, (I sure didn’t!) it’s not too late to find purpose and satisfaction in what I think is the best profession...