Are YOU Valuable to Your Clients? Are You Sure?

Knowledge IS power and profits. Do you know how valuable you are to your clients? Have you asked? Do they see you as an extension of their business or as just a vendor? An fear of asking will lead us to complacency and a false sense of security. We can only be truly successful and get

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Just Say “NO” to NO!

“It’s so much easier to say “no!” even though there is a “yes” yearning to get out” We do all kinds of things to sabotage our success.  Things like closing a sale, getting a job offer, convincing a patient to adopt a course of treatment – the list is endless. Everyday brings countless opportunities to sell something

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Is The “Thank You” Extinct?

Has the art of the “thank you” become extinct?  Has it become a casualty in our insanely over-connected, rushed and reactive world we live in?  I fear so, and I hope that we can save the “thank you” from extinction!  As a keynote speaker I am often asked to do a presentation “pro-bono” and when

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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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2016 is The Year of the Ask!

Ask for what you want and be prepared to get it. – Maya Angelou Let’s consider where you are as we begin 2016.  Hopefully you had a great 2015 and you some newfound passion and our confidence. You polished your value propositions until they shone like fine silver. You built relationships, built trust, built understanding,

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Increasing your value to clients

Do you know how valuable you are to your clients? Recently, I did a survey (very informal and decidedly unscientific) and asked everyone I knew if they knew how their clients viewed their value. Everyone answered somewhat differently, but I never got the sense that anyone was truly aware of how valuable – and hence

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Sales Culture and Accountability: It’s About the Behavior

As a sales professional who’s developing a sales culture, what do you expect from your colleagues? Are they shaped by your expectation that they are part of a sales culture and accountable to the client and to one another? Do you engage, motivate, and inspire others in the organization to be part of sales campaigns?

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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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