Management Training

Three Words to Avoid!

There are three words that are absolutely deadly to sales, our careers and our very psyche. These three words when uttered send a very negative message  to everyone around us.  These words  – just nine letters and one apostrophe can have an incredibly detrimental effect on our ability to create new relationships, establish credibility and […]

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First 2013 Seminar

I am excited to announce the date of the FIRST “Transform Your Sales Culture: Upgrade Your Sales Technology” Seminar for 2013. All of our seminars have been sold out, so I hope you will reserve your spot today. My colleague Gene Marks and I are bringing this seminar to you on February 27 at the

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5 Laws for CRM Success

1. One individual stepped up to the plate. Every project needs an internal champion. The projects that succeeded had one. I’m not talking about a Microsoft-Trained-Dungeons-and-Dragons-IT-Propeller-Head either. They’re good only for backups and security. I’m talking about a really good administrative person. Someone who has a brain and isn’t afraid to use it – or

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Hold the Date – 12.13.12!

I am excited to announce the date of the final “Transform Your Sales Culture: Upgrade Your Sales Technology” Seminar! My colleague Gene Marks and I are bringing the last of three seminars to you on December 13, 2012, at the Courtyard Marriott in Philadelphia. The last two seminars were sold out, and for this special

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Becoming a Thought Leader

Thought leaders earn respect. Sales professionals who distinguish themselves as being thought leaders are more likely to earn respect and get the deal closed. I believe this passionately and completely. Sales professionals as thought leaders? Is that an oxymoron? No! You heard it here first! I think that it is common for people to think

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Intuitive Curiosity? – A Sales Professional Skill!

Lately, I’ve been thinking about what makes certain sales professionals better than others. More specifically, what gives some sales professionals that “edge”? Do elements just exist naturally within the DNA of great sales professionals that you can’t teach? There are many factors that set certain sales professionals apart from the rest, and today I’m declaring

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