Premature Proposals Promote Poor Performance

Did you read the title? While it’s definitely a tongue twister, it’s truth: Premature anything in sales is a BAD practice. Unfortunately, premature proposals promote poor performance way too often. Here’s how it happens… You finally get a “live” prospect, either in person or a phone call, and after some initial...

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Little Words, Huge Impact

Ever say something you wish you could “take back?” I sure have! Unfortunately though, you can never erase the words you say…and someone else hears. Think about the social media snafus from celebrities and politicians in the past few months alone. So many words that would’ve been best left unsaid. Words are mighty and the...

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One Question To Launch Your Annual Business Review

The year-end is here. Is your sales team in the midst of their big push? Wouldn’t it be great to not be in crunch mode at the end of the month, quarter, and year next year? It is possible with a plan of attack that begins with a review of what worked and what didn’t this year. Make this review easy. Start with ONE question to launch...

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4 Ways to Stop the Data and Detail Dump!

You’ve finally got the meeting or someone has paused long enough on the phone for you to talk. What happens then? Do you start talking quickly to explain what your product is about? Explaining the features and benefits they should care about? Pitching the information you think everyone should know? Stop! Too much information too soon stops...

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It’s Time to Pause and Say Thanks

Thanksgiving is my favorite holiday. There are no gifts to buy, no fancy clothes to wear, and a day when taking a nap is not frowned upon. I appreciate the focus on thankfulness at work and home. It’s a great time to pause and say thanks to customers and employees alike. You can ignore political, ethnic, and religious constraints and truly...

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The ONE Question You Must Answer Correctly to Win Sales

After spending two weeks at conferences and trade shows, I noticed something simple, and yet so important to your success. When someone asks you, “What do you sell?” Or “Tell me about your product…” There’s a more important question beneath the question. What your prospects or buyers are really asking is,...

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Earning What You’re Worth Happens in THIS Profession

The US Census income data from 2014 is released and reports the median income by different age groups and gender. I’m not going to get into the wide disparity between men’s and women’s income by age (which is shameful), because this message is about how gender and age don’t matter when considering income potential. If you want to earn more than...

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The 2016 Sales Must-Read Books: Build a Learning Culture

Staying mentally sharp and relevant is key to sales success. Buyers demand their sales reps be relevant, insightful, and valuable. As the leader, you set the stage. What information do you share with your team that positions them to bring extra value, challenges their thinking, and helps them be more skillful, work smarter, or open new doors?...

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