Having a positive attitude is an important factor in your sales & marketing professional success. You can be the best salesperson in the world, but if you don’t have a positive attitude, success is significantly more difficult to obtain. In previous articles, I have written many times on how your emotions contribute to success. For…

Closing a prospect requires a certain level of finesse and strategy. As I have said before, I tend to favor closes that are easy to learn and simple to replicate. One of the best closes that you can use is called the Bracket Close. As opposed to the 1-2-3- Method, this strategy involves presenting a…

People learn sales and business tactics/strategies from a variety of sources. Oftentimes, these lessons come from books written by sales leaders, podcasts hosted by academic geniuses, and lectures given by industry titans. Less often, lessons come from everyday sources, such as popular movies and inspirational moments of triumph. Even less often does a lesson in…

Let’s get real here. You can spend as much time as you want on lessons in persuasion. You can memorize and practice every objection handling strategy that exists. You can get as motivated as you want. It doesn’t really matter what you do – if you don’t believe in your product/service, you’re going to have…

Updating and navigating CRM (Customer Relationship Management) software is about as fun and exciting as watching the grass grow. It can be cumbersome and time-consuming to update every customer interaction that you have. Sometimes, it can even be downright frustrating. Oftentimes, sales executives are time constrained while on the job and cannot update the software…

Even the best salespeople sometimes make dumb mistakes that hinders their success. Top performing salespeople know that they must be careful and identify those kind of potential stumbling blocks before they happen. The worst thing that could happen is to have their momentum interrupted. By avoiding these mistakes, you can keep your momentum going, which will…

Earlier this year, I was the guest speaker at the “Great Customer Engagement Goes Beyond Great Service” seminar. The main focus of the seminar was to look at the sales & marketing and the customer service departments as synonyms with each other. I spoke from the position that sales and customer service are equally as important to the overall customer experience….

Have you ever bought something “on a whim” because the price was discounted for a limited time? How about because there was a limited quantity and they were selling fast? If so, whether you want to admit it or not, you bought because you felt the urgency to buy it while you have the chance….

AMC’s Better Call Saul is currently one of my favorite shows. It’s the Breaking Bad spinoff that everyone expected to be a goofy comedy that lasted 1 season. Nobody expected it to be a relevant drama that, in many cases, challenged Breaking Bad as the better of the two. The series serves as a prequel…

Working in business, you’ll hear a lot of terms thrown around that don’t make a whole lot of sense  on the surface. B2B and B2C are just a couple of those terms that describe certain sales and marketing roles. While they might sound like high-level industry jargon, it’s extremely important to know the difference between…