Building a high performing sales team is one of the most important responsibilities of every sales leader. When your team is filled with great salespeople, they’re usually committed for the long run. And that translates into reduced turnover and inconsistencies with your customers and prospects and increased sales. You understand the thrill you get when […]

As a sales leader your success is measured by the success of your team. Your mission as a leader is to ensure that everyone on your team can learn and grow so they can meet and surpass their goals. The challenge now is that you work virtually with most of your salespeople where body language […]

What would you think of a service that got the little things wrong? Tom Peters made the statement years ago “that coffee stains on airline tray tables indicate poor engine maintenance.” Being a sales coach and speaker, I’ve started to notice those little things that can irritate the client. How about announcing the flight number […]

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 […]

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 […]

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 […]

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 […]

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 […]