In the original version of the Magnificent Seven, Yul Brenner and Steve McQeen spend the opening scenes recruiting men to, “shoo some...

One of the things that I talk to sales leaders about is the difference between a thermometer and a thermostat. A thermostat can set the...

Sales managers, here’s something I've noticed that may be frustrating you when your new salespeople start their sales negotiations. When...

Looking for ways to boost the performance of your sales team?  Want to give your crew some easy wins? Here’s how you can coach your team...

You need a coaching process that takes time to build up the people who make up your talent pool

Greg Kish, Vice President Sales & Service with Legends at LA Stadium & Entertainment District at Hollywood Park Q:  Tell us about the...

The Myth of the Legendary Sales Closer When we conduct our sales training, a mindset we like to adhere to is that there are no special...

A question I often get in my consultation sessions is, “Bob’s not motivated. What’s the best way to motivate Bob to get out there and...

Here’s an interesting point I noticed in my trainings. When it comes to objections, salespeople do their best to avoid them. Overall,...

This article on how to close business was originally posted on September 9, 2019 by Lance Tyson in SellingPower For sales professionals,...

This article on sales objections was originally posted on July 8, 2019 by Lance Tyson in SellingPower We’ve all had experiences when we...

Quick tip on preparing and delivering your sales presentation

This article was originally posted on May 1, 2019 by Lance Tyson in SellingPower I recently made a visit to the orthopedic surgeon to...

When you’re considering sales training for your sales team, there are a number of factors to consider

This article was originally posted on March 25, 2019 by Lance Tyson in SellingPower I’m addicted to my Fitbit. It keeps my diet on...

Here’s a revelation about the sales process from our Director of Technology, followed by a few ideas on leveraging the power of rapport...

If we strategically combine a sales email with a phone call, we can create a solid framework that works well for opening a sales call.

In a previous post, we talked about a powerful tool salespeople can use to open their sales calls. That was the Impact Statement. Today,...

Build a Strong Foundation for Opening Your Sales Call With the  Sales Impact Statement In a previous post, we introduced the concept of...

Sales reps are still being taught old school tactics that don’t work in today’s digital business environment. In a previous post, I...