Todd Cohen is a prominent thought leader on sales culture and is also my great friend and colleague. He states, “sales culture is one where everyone in the organization is in sales.” As Todd emphasizes, learning is selling, and education is selling. He believes, and I wholeheartedly agree, every conversation is a selling moment. I’d […]
Three Sales Tips from Golfer Jordan Spieth
It’s the final round at this year’s Open Championship at Royal Birkdale in England. The last five holes turned out to be among the greatest in golf history. Dallas’ very own Jordan Spieth was 5 under for the last five holes to win his third different major tournament before turning 24, which he did only […]
Selling with Confidence
I get great joy out of teaching sales at the University of Texas, Dallas Campus. I teach Introduction to Professional Selling to twenty-seven students who are eager to get into the business world and pursue a career in sales. Their enthusiasm makes my job easy! The curriculum is designed to help students gain the skills […]
Are Your Sales Advisors Competent?
You sit down with your financial advisor to review your portfolio as you are now only seven years away from retirement. The past several years have seen the stock market plummet 5,000 points and indications are pointing to another correction in the near future. You’re worried and relay that to your advisor. He gives you three […]
Three Characteristics of Winners
The record book is now closed on the Summer Olympics of Rio de Janeiro. Millions upon millions of us watched hours of elite events leaving us with more incredible memories from sports like gymnastics, track, swimming and basketball, just to name a few. As you watched, didn’t you wonder – what makes great athletes like […]
What is the Culture of Your Sales Team?
Several years ago I worked for a company that had an incredible work culture. Everyone enjoyed working together and every time a sale came in we rang a bell that hung proudly near our vice president’s office. Now that was fun! Imagine coming to work every day looking forward to the opportunities that might come […]
3 Sales Tips for a Successful 2012
Happy New Year and welcome to another year with a new sales budget! You may already be thinking about the potential challenges you might face. Are you wondering, will the economy continue to improve or will it backslide; is my new sales quota achievable; what other challenges might I face either internally or externally? All […]
3 Principles for Building a Great Reputation
Customers buy for a variety of reasons and one of the most important is your company’s reputation. Your reputation is a state of being held in high esteem. It’s the core of who you are and what you represent. The question becomes, how did you get there? How did you develop your reputation – being […]
Maximizing your team’s performance
What is it that makes a world class team? Whether it’s a sales team, an IT project team or a football team, there are common elements that are present in teams that achieve the highest level of performance. This month I’d like to share three of these key elements that help create a world class […]
Momentum: The key to a winning sales team
If you took Physics you might remember the classic formula for momentum is p=mv; where p is momentum which equals mass times velocity. Keep reading! This is not an uncomfortable pop quiz. Remember, we talked before about the relative valuation of social intelligence vs. analytical intelligence. Physics and sales are, of course, different practices and […]
