The Birth of NASCAR
On December 14th, 1947, Bill France Sr. organized a meeting in Daytona Beach, FL at the Streamline Hotel for drivers of “souped-up” automobiles. Some of the drivers invited had previously…
The MAP to More Sales – Part 3
In Part 1 of this series, I introduced you to a very simple formula that will lead to amazing, jaw-dropping sales results. In fact, by using the MAP you will…
The MAP to More Sales – Part 1
If you are like me you have probably read numerous books on selling strategies or attended one or more sales training programs and felt a little overwhelmed. For a lot…
Selling Experience, How Would You Describe Yours?
When most people, regardless of their profession, refer to their experience level they generally tell you how long they have been in a particular field. They will state that they…
Decision Makers vs. Influencers
What salesperson has not been disappointed to hear he/she has lost a deal as the result of selling to the wrong person? Despite asking, many salespeople, without knowing it, find…
Home Runs are Great but Bunts Win Games and a Key to Sales Success
Every now and then salespeople hit a home run - close a big deal. When these happen you have the right to celebrate and pat yourself on the back for…
How to Sell With Ease – 5 Simple Steps
Creating a successful business is a two-step process. FIRST, you must be able to effectively market your products and services. SECOND, you must be able to convert the prospects or…
The Sales Qualification Process – Making It Work For You
If you've been alive during the last 10 years then the chances are that you've been 'pitched' by a salesperson numerous times. You probably knew what was going on and…
Road to the Race – Technological Advances in Safety
On February 18, 2001, Dale Earnhardt Sr. tragically passed away due to a basilar skull fracture at the age of 49 during a crash that happened on the last lap…
Cross Selling Across Divisions
I don't know of an organization that does not want its salespeople to cross-sell. The big question is why it is so difficult to successfully implement a cross-sell strategy, especially…