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Why Your Prospects Aren’t Buying In

The View from Above Last week I flew from Dallas to Charlotte and had the pleasure of getting a middle seat in coach. Coach is where I often sit but I try and avoid a middle seat at all costs. But on this trip, I was glad I got that middle seat. I found myself [...]

By | December 11th, 2018|Selling|0 Comments

Don’t Let Tomorrow Get Ahead of You

Use Today’s Virtual Training for Tomorrow’s Success Keeping pace with tomorrow is getting harder and harder, but it's more important today than ever before. All of us, especially as adults, have to keep learning and growing, or the world will pass us by. The internet and the amount of information out there explodes daily in [...]

By | September 27th, 2018|Selling|0 Comments

From Sad Salesman to Soaring Success

From Sad Salesman to Soaring Success Your Career Trajectory Can Change. Just. Like. That. I started my sales career right out of college, with Mutual of New York. I lasted 3 months, and we parted ways. I hated selling. Because naturally, I am not a pushy and aggressive person. In fact, I’m quite the opposite [...]

By | August 28th, 2018|Career Success, Goal Setting|0 Comments

The Guide to Using Goals When Nothing Else is Working

Getting Where You Want To Be About 6 weeks ago, I received a call from a sales rep from one of our clients, and he wanted my advice on how to land the real role he wanted--one that had eluded him for 17 years. He wanted to be in the Medical Group at a company [...]

By | August 22nd, 2018|Goal Setting|0 Comments

Introvert By Nature, Salesman By Choice

Use Your Unique Qualities for Long Term Success. I have a confession. As a sales expert, you would likely expect me to be an extrovert. Well, you’d be wrong. My confession is: I am an introvert by nature. An introverted salesperson? Weird. It’s true, and it’s why I am successful today. The Introvert’s Advantage I [...]

By | August 3rd, 2018|Selling|0 Comments

5 Reasons Why Being Yourself Is the Foundation of Success in Sales

What Successful Salespeople Have in Common In my career, I have met, trained, and even coached so many unbelievably successful salespeople. They had far more differences than similarities, but the one thing every one of them had in common is that they learned the fundamentals of selling by thinking like a customer and then implemented [...]

By | July 2nd, 2018|Selling|0 Comments

To Be Great at Selling, Find a Great Sales Coach

Great Performers Don’t Get There On Their Own The greatest performers in almost any profession that I can think of have great coaches; the performers don’t do it alone. In an article from the Harvard Business Review, they stated, “Most sales and service organizations have invested more time and effort in the past five years [...]

By | June 20th, 2018|Selling|0 Comments

Stop, Collaborate, and Listen: Your Friends Have Skills You Might Be Missing

Like-Minded Professionals with Like-Minded Audiences Last week, I had the honor of spending all day with 2 of the most successful and dynamic people I have ever met. All 3 of us are launching our online virtual training programs on the best virtual training platform there is in our opinion--Lightspeed VT. Tony Capullo, my business [...]

By | June 5th, 2018|Business Relationships|0 Comments