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We apply 30 years of practical experience to build sales forces and empower Christian businesses to become more of what they can be.
To have a successful career and live a fulfilled life, you'll need to exercise your unique set of strengths. That means you'll need to find...
There are some practices that have such a broad impact on sales results that they should be a regular practice for every professional, sales...
Dealing with an angry or difficult customer is challenging for everyone. The stakes are huge, and the emotions can often get out of control....
Can you actually use fear as a fuel for personal and business growth? That's one of Kris Land's assertions in this revealing interview. Join...
: Are your customers pressed for time, and difficult to get to see? Welcome to selling in the Age of Turmoil. If you want to thrive in this...
Managing the dynamic tension between two opposite forces -- polarity --can occupy much of a leader's time and attention. In this interview,...
Sales is an emotional roller coaster, and unless you figure out how to manage those emotions and keep yourself motivated, you'll have a diff...
While using AI to think for us is easy and tempting, the consequences can be staggering. One of the very real consequences of over dependenc...
If ever there was a time to think better, it is now. The emergence of AI has brought a festering issue to a head. And, while AI has brought...
Salespeople are overwhelmed with too much to do and not enough time in which to do it. Something must change. The best way to take control o...
Salespeople are overwhelmed with too much to do and not enough time in which to do it. Something must change. The best way to take control o...
Helping your team sell better is more a matter of refining the structure than acquiring the right people. Here are four critical aspects of...
A growing business often needs additional capital. Conventional wisdom recommends borrowing from a bank. There are, however, alternate ways...
The most advanced secrity threats in the history of the world are now being unleashed against small businesses. You may be next. Security ex...
Failure can be a powerful influence in building our character. In this podcast, we look at a couple notable failures and consider the relati...
Author/consultant/ceo Justin Price shares some innovative ideas for growing your business. If your sales & marketing efforts have gone stale...
One of the primary differences between the successful companies (and individuals) and the mediocre, is the ability to learn , change and gro...
Goal setting is one of those hallowed practices that belong in every leader's arsenal. We've all heard that people who set goals are far mor...
Salespeople are sick of hearing "Your price is too high." But, what if the real issue isn't the price? Here's a secret that almost nobody kn...
If you want to improve your sales results, first focus on the quantity and quality of sales calls. While this may sound blatantly obvious, i...
Interested in improving the productivity of your sales force? Investing in training and developing your salespeople is always a good idea. B...
In our surveys, CEOs indicate "on the job" training as the predominant method of developing salespeople. If everyone is doing it, it must be...
Relationships are the key to B2B sales. But implementing a process to dramatically enhance those relationships is another story. That's wher...
Our culture promotes finding the easiest solution. That often means that we don't develop the skills, attitudes and character traits necessa...
It's more about elminating the negatives then emphasizing the positives. That's Matt Sucha's premise as he presents something truely new in...
Building rapport with any and all customers is a fundamental sales skill. Yet, few salespeople have been trained in the specific tactics to...
: "We are discussing the role of the salesperson in collecting bad paying accounts. We don't want to turn the salespeople into collection ag...
There is a lot of advice out there on how to be a success. ""Think big," "Give first," "Create goals,"" "Be vulnerable," "Create relationshi...
Who could or should buy this? That's one of key decisions a businessperson makes when initiating a new effort or new product. The answer may...
: Sales managers are familiar with goal setting with their sales team, but what about goals for themselves? In this podcast, I drill down de...
In our surveys, CEOs indicate "on the job" training as the predominant method of developing salespeople. If everyone is doing it, it must be...
Why do we make mistakes? One reason has to do with our natural human tendency to use 'fast' thinking in situations calling for 'slow' thinki...
How do you build a business when you have little money for sales and marketing? That's a question I field in this piece. Most small business...
Improve teamwork, unleash the potential of your sales team! That just a couple of the good things that will happen when you embrace servant...
In this Q&A from a sales rep, I respond to a question about the fairness of the compensation plan. My response may not be what you'd expect....
We've all heard about the importance of acquiring the right people, and putting them in the right places. But, is that the whole story to bu...
I know you are concerned with sales. It's easy to determine how well your people are selling to your customers. But your customers are more...
Over the past 30 years, as I have worked with tens of thousands of B2B salespeople, I've noticed that certain beliefs hinder a salesperson's...
A client described this situation: Business is flat, and he's unable to get his sales force to promote the lines that he wants to promote, h...
Becoming a learning organization – gaining the ability for an organization and its people to change in response to the changing world around...
How do you know if you are investing in sales and marketing appropriately? Because of my work with sales forces and sales systems, I've crea...
"How do I get my team to call on key accounts?" -- That's the question from a frustrated sales leader. Join me as I tap into 30 years of exp...
In these turbulent times, the world is changing at an unprecedent pace. Those who survive and thrive in this world will commit to 'two jobs'...
We al struggle to overcome the issues we encountered in our childhood. Among other things, they form our attitudes towards money. IN this re...
In this piece, I field two questions from frustrated sales managers on motivating their teams. Where do you start? If you have ever been fru...
What are the characteristics of a professional? There are many, but one is 'the tendency to take risks." Join me as I unpack this and measur...
Andee Hart is a successful entrepreneur with practical advice for others. Listen as I interview and dig into her successful business. ******...
They aren't me! That was a realization I came to in my first management job. It transformed my career by changing my expectations. It could...
Our world is moving so fast that many businesses are suffering because of practices that were fine in the past, but are now obsolete. Check...
Wouldn't it be great if your reactive people could make some out-bound proactive calls? That's the situation a listeners described in a Q&A...