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Your dream client can buy from many salespeople. Why should they buy from you? The first—and most important sale—is selling yourself. Your dream client has to buy that you are someone worth spending their time, that you have the ability to make a difference, that you are worth presenting to their team, and that you can and will deliver what you promise. You are the solution Read More

Coming up with good content on a consistent basis is hard work. Work that some can do and some can't. If you can' you have two options, partner and give credit where it is due; or you can steal it from others like some do. Please don't steal Read More

Your competitors are arming themselves with the best tools they can in order to beat you. In order to effectively compete and win, you have to arm yourself with the best tools that you possibly can, including your own personal development, your own professional development, your own sales process, and your own proof providers (among other things) Read More

Have you ever badmouthed your competition? Here are 4 rules to remember so that you keep a positive attitude towards your competition. Read More

In order for other people to buy you, you have to buy yourself first. That means building your confidence. There are no tricks, gimmick, shortcuts, or secrets. The people who are most confident and the most comfortable in their own skin are the people who have built the foundational attributes of success, who have built the foundational attributes of sales, and who pursue stretch experiences Read More

Here’s a quick primer on some of Jack's lessons to help you get the most from your sales team:

Coaching salespeople should be done in the field - not in the locker room. The most valuable use of a sales manager’s time is the real-time coaching of their salespeople in the fiel Read More

Accurate sales numbers help not only your company, but also you. Here are 6 tips you can use to help you create more accurate sales numbers Read More

There are always going to be challenges to deal with in selling, the question is how to not let them occur to begin with. If there hurdles you need to deal with regularly, why not just take them away.
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Learn about 30 ways that finalist companies for Winning Workplaces' 2010 Top Small Company Workplaces award assess the payoff of employee engagement strategies in terms of revenue and profitability Read More