Sales Training Blog

Below, you’ll find some sales related articles that cut to the heart of pressing, urgent, and costly problems that affect real businesses – like yours. These are all available free, and you’re welcome to share them with your staff, colleagues, and contacts.

The Looming Martech Consolidation, and the Cure for B2B

This important article is by my good friend and business colleague Scott Hornstein. Scott is an incredibly astute strategic thinker and while this article doesn’t necessarily fall under the sales “umbrella” I do think that it contains valuable information. Here you go and thanks Scott!   The advances in marketing technology are awesome, as are […]

So You Send Out a Newsletter. Now What?

Sending out an interesting and informational newsletter is a great way to stay in front of your clients, prospects and networking referral sources and the better the content, the more recognition and respect you’ll receive for your expertise and knowledge. And that’s great BUT that’s not all. You must follow-up in order to get the […]

Starting a Business? You Need Clients!

Hello to all of the startups out there and congratulations on taking the leap to entrepreneurship. Speaking as someone that has “been there, done that” and having launched my first business 30 years ago, I can honestly say that’s it’s thrilling, rewarding and terrifying all at the same time. There’s lots of to do, lots […]

It’s Not JUST Anything

I’m going to be just a little late I just want to pick your brain I’m just following up on an email I sent to you. Just. Frankly, the word makes me uncomfortable mostly because of what it is intended to do namely “minimize” the impact of the question or statement to which it is […]

Why Sales Training Is More Important Than Ever

If you’re a business owner I don’t have to tell you that business is tough. Faced with increased competition from companies across the street and just as easily from those that are abroad, it’s ever more difficult to get your “piece of the pie.” The Internet has made everyone a shopper and winning and retaining […]

Don’t Erode Your Personal Brand By Being Late

Today I overheard something very refreshing. A man sitting next to me was speaking to his son’s school and was informing them that his child was going to be late. The school must have asked for the reason and Dad simply said, he overslept. He didn’t say he was sick or cast the blame on […]

A Lawyer & CPA Cannot Make a Business Successful. Clients Can!

As a sales consultant and trainer for the last 30 years I’ve watched many people launch new businesses. Some have succeeded, others have failed. It’s been a terrific journey and I’ve taken away many valuable ideas that I’ve been able to put to work in my own company; such is the good fortune of consultants. […]

WOW Your Client or Else

Isn’t this the truth? We spend inordinate amounts of time prospecting and trying to win new clients yet significantly less time nurturing and WOWING these same clients in order to retain and grow their business. It’s an endless cycle for many businesses. You prospect like crazy and win some new business and then before too […]

I’m Sorry But I Have to Start Over

I didn’t watch much of the Grammy’s last Sunday but what I saw absolutely amazed me. And made me smile. It also had me wondering if I could ever pull off something like this. In case you don’t know what “this” is and to what I refer let me summarize. Adele was doing a tribute […]

Make Your Own Luck

Some people have an inexplicable amount of good luck. Even during tough times, they’re successful in their careers, finances, and their personal lives without seemingly having to overcome the adversities that plague most of us. They don’t appear to be smarter or more talented, but they do seem to be blessed with some force of […]

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