The Importance of Follow-Up: 3 Top Ways to Make Old Business, New Business
Every new salesperson initially struggles to build their book of business. If they can create a solid base of clients, then they can begin to…
Salesperson’s Corner
Rules to Live by In Sales
“Never Stop Investing in Yourself or Retirement” – Jill Furtado, Berkshire Hathaway As salespeople, we can get busy very fast. If our business is…
Do Not Track Your Time, Track Your Activities
It used to be that most employees would simply punch a card when they got to work and punched a card when they left work….
How to Increase Your Sales Production In 2018
How do I do better in sales next year? The standard answer to this question has been “cold-call, cold-call, cold-call. Pick up the phone and…
Client Relations And The Generation Gap
Several years ago, I experienced my first case of age discrimination. My son and colleague invited me to assist him in a large sales presentation….
The Marathon Called Sales
Watching the Golden State Warriors is a true testament to greatness. This team not only has individual star players, but an outstanding team overall with…
Maximizing Your Workday to Maximize Your Wallet
“Time is money” sums up the concept of opportunity cost – because time is money. It means time is a valuable resource (because our time in…
Will Artificial Intelligence Soon Replace Salespeople?
In recent years, particularly in the past few weeks, there have been some impactful statements released involving humans being replaced by robots. Elon Musk, the…
Can Sales Be Taught?
The Strengths and Weakness of a Great Salesman I was recently involved in a very complicated real estate deal that involved four top real estate…
The Importance of Trust and How to Earn It
The moment that a stranger sees you, his or her brain makes millions of assumptions about who you are at the speed of light. Are…