How 'Scarcity Thinking' Impacts the Sales Effort

Scarcity thinking is a mindset. It’s when an individual believes there is not enough of something – money, opportunity, time, etc. Any of us can experience scarcity thinking, regardless of our circumstances – “I don't have enough money”…

Transforming interviews into auditions

Most of us struggle when interviewing. We want to really know the capabilities and true talent of the individual we are considering for hire. But, as we all know, when seeking employment, candidates are prepared, have well-practiced responses…

Sales Leader: How many of these questions can you answer?

As we begin the year, if you are a leader of a sales effort at a company, stop and think about what results would be possible if you could decisively answer these questions: Do we have the right people in the right roles? As we know, there…

Building a High Performance Culture: A Two-Dimensional Model

Building a High Performance Culture: A Two-Dimensional Model Building a high performance culture is the capstone of excellent leadership.  However, achieving the right balance between driving accountability and supporting individual employee…

Interviewing Salespeople? Here Are 3 Tips

We all know that salespeople are some of the best interviewers in business.  They know how to sell themselves.  Yet, have you ever found that after selling themselves to you, they fail to sell your company’s products or services effectively?…

8 Common mistakes when hiring salespeople

Many of my customers are adding salespeople as the calendar year kicks off.  Hiring the best sales talent is one of your biggest advantages to achieving sales and revenue goals.  So, when you add sales talent, it is critical that you add the…

The passing of my mentor and the power of believing

Many of you have heard me refer to my mentor in my sales training sessions over the years. He passed away last weekend. He taught me a lot about sales & believing. Bob believed he could sell to anyone, because he believed he belonged…

How we are ‘Being’: Gaining Access to Sales Success

Over 24 years, I’ve had the privilege of meeting and observing thousands of effective salespeople. Many times when we try to figure out why some salespeople are more successful than others, we quickly look to the techniques they use, the actions…

Breakthroughs in Networking

"People with strong networks and good mentors enjoy more promotions, higher pay, and greater career satisfaction.5 They feel a sense of belonging, which makes their lives meaningful.” Yet not all networks are equal. Roy Baumeister, a social…

My mother’s legacy: Qualities that have helped my sales career

My 90 year old mother, Helen, died peacefully in her sleep April 18,2015 in Charleston, West Virginia, the city where I grew up. Although it was expected, I was not prepared to let her go. Saying good-bye to the person who brought you into this…