Getting Things Done without Giving Up What Matters: How I Balance My Professional and Personal Lives
“How can you be so productive in your business and still have time to enjoy a robust personal life?” That’s a question I’m asked often, and in this article I’m …
Goal Setting
In sales, we all have goals or quotas. Some are set by our companies and some we set ourselves. For many sales reps, it wouldn’t be January without either a …
Great Expectations: How to Say What You’ll Do – and Do What You Say
It’s not the size of the ring that counts. It’s the consistency of the cash flow. Meeting – or exceeding – customer expectations is at the heart of true, lasting …
Hear Me Loud and Clear! How to Fine-Tune Your Communication Skills and Keep Molehills From Becoming Mountains
Have you ever been blind sided by an issue – either career-related or in your personal life – that seemed to come out of nowhere? Do you remember how gut …
How does your compensation plan stack up? Check out our quick True or False quiz to test your knowledge
Questions: 1. Sales people perform exactly as they are paid to perform? 2. Its OK to have a complicated compensation plan? 3. Introduce the new compensation plan part way through …
How Responsible Can We Be in Sales? Taking Charge of Your Career – and Your Success
If you’ve ever doubted how responsible we are for what’s happening in our personal and work lives – and how much power we have to change the things we don’t …
How to Get More Referrals – An Interview with Clayton Shold
The best way to reduce your selling time – and cost of sales – is to sell through referrals. In this article I will share with you the unedited transcript …
How to Keep from Losing Your Job to a Kiosk!
In the pulp novels of 1950’s science fiction writers, the future was a nightmarish place where machines turned on their makers, and robots took over from – or did entirely …
If salespeople allow fear to take hold it can jeopardize their success. Here is how to overcome four common frights
By Deena Waisberg Rory Lesperance knows selling isn’t always easy. The current vice president and general manager of Ontario Fresh Bakery, Canada Bread Company Ltd. recalls sitting in the office …
Increase Your Profits by Keeping More Customers!
Who are your customers, and what do they really want? Knowing the answer to this question can help you to keep your customers longer, sell them more products over time …
Increasing Your Sales Productivity: Simple Steps for Profitable Time Management
Everybody is after me about Time Management these days. Specifically: “How do I manage my time each week to maximise my sales productivity” Assuming you have 40 hours in a …
Is Your Price Too High – or Not High Enough? A two-step formula for handling pricing objections
In our last issue, we shared a few tips on how to prevent your prospects from raising the all-too-familiar "you’re too expensive" objection. This week, we continue our discussion by …
