News/Blog

As this year winds down, I reflected on what I have accomplished in 2023 and even more important, my professional career. I was very fortunate when I graduated with my…

I have experienced the parenting and all that comes with it of three children who are now three very successful young adults with lots of grandchildren that I am enjoying.…

Are leaders born? No, and I know that our behavior, our personality, our DNA is molded as we grow based largely on our surroundings. Leaders are born when they demonstrate…

Certainly, as you are getting your business established or even if you are an established business, you should be attending networking events that are appropriate to the audience that you…

I came across a podcast from a well known Sales Expert – Jeb Blount and Sales Gravy that hit a nerve with me and others that I work with and…

Prospects have stopped listening and are downright ignoring any attempt by a Salesperson to engage with them. “Say it ain’t so”. Sadly, it is true in most instances and if…

When a new potential customer comes in contact with your organization, after all the marketing you have done to attract them, what is their experience? Is it everything that your…

For most salespeople, prospecting is a requirement of the role. It is the most difficult part of the selling process. In today’s technology driven world you have a very difficult…

I have spoken to many business owners in the past couple of weeks about the fact that the beginning of the 4th quarter is next week. Their reaction is 100%,…

You may be thinking, my company is too small to be doing anything about Marketing or preparing a formal Sales plan. I am a sole owner and I have it…

We have so many more ways to communicate with one another than we did not too long ago. Voice mail, Email, Texts, are ways that we communicate, and each involve…

You may not know that I grew up in Pittsburgh, PA and was a huge baseball fan. Not only did I attend and listen to Pirate games, I did nothing…

I think we can all agree that the toughest part of engaging with a new prospect is getting a face-to-face meeting or a conference call scheduled. Let us assume you…

If you have been following my posts, you know that I have written about providing an experience that people enjoy.  Experience is critical to your business success, no matter what…

Whether you are aware or not, I know that a varying degree of Buyer’s Remorse occurs in most large sales. When the contract is signed and maybe some money is…

I grew up in a very traditional family environment. My mother did not work. My father went to work everyday and came home for dinner consistently just after 5 PM.…

This is a question I asked all my clients at some point during our initial conversation. Most businesses have already defined what they think “up” is and I am there…

How are those “good vibes” working for you and your hiring decisions? I have spoken with many business owners over the past several years and asked what has been the…

A while ago, I did extensive research on how recognition contributes to developing a culture that is healthy and productive in any company. In my research, I uncovered that the…

Differentiate Yourself as a Salesperson Let’s face it, your prospects are harder and harder to get to. Maybe it’s because they know you want to sell them something, anything. Of…