#sales Tag

Demonstrations Don’t Always Go as Planned—Here’s How to Recover Have you ever experienced a product demonstration going awry in front of a prospect? Perhaps the internet connection failed, a technical glitch appeared at the worst possible moment, or a critical feature didn’t perform as expected. Maybe some attendees struggled to join the video conference—or worse, you couldn’t access the platform at all, bringing the entire presentation to a halt. In today’s remote and hybrid selling environment—accelerated by the reliance on videoconferencing—these situations have become increasingly common. Unfortunately, when technology fails, the product you confidently described as “easy to use” can suddenly appear complicated...

27 February, 2026

Have you ever worked on a prospect who did everything right? They showed genuine interest. They gave you access to decision-makers. They confirmed they had the budget. They returned your calls promptly. On paper, they were the perfect opportunity. They checked every box of a “qualified prospect.” They even matched your ideal customer profile. And yet… they never bought. Each time you follow up, they tell you they’re “still considering” your proposal. No objections. No pushback on price. No budget concerns. Just polite delay. Meanwhile, your sales manager is asking the uncomfortable question: Is this ever going to close? Early in my sales career,...

17 February, 2026

When I ask salespeople who their toughest competitor is, they usually name four or five competitors they see in the marketplace.  Sometimes they get emotional about a competitor who has caused them recent losses.  Then I tell them these companies are not their toughest competitor.  It is “do nothing,” or sticking with the status quo. The most expensive decision a business can make isn’t choosing the wrong solution—it’s choosing nothing at all. Doing nothing feels safe, rational, and low risk. In reality, it often carries the highest cost, quietly draining value while no one is looking. Is choosing not to act—or remaining with...

14 January, 2026

I have been a loyal supporter of the Chicago Cubs baseball team since I was very young. For much of this time, the franchise has faced persistent challenges, with numerous seasons marked by disappointing performances. There were bright spots—most notably in 1969, when the Cubs led the division for 155 days before losing an eight-and-a-half game lead to the New York Mets in August. Other postseason opportunities in 1984, 1989, and 2003 ended in heartbreak, even as advancement to the World Series seemed within reach. Cubs 108 Year Drought After more than a century without a championship, the Cubs’ 2016 World Series...

29 December, 2025

Why sales pros leave their companies: An In-depth look Throughout my career in sales management, I have overseen more than 1,000 sales and sales support professionals and have been responsible for both hiring and, when necessary, firing team members. There are numerous myths circulating about the reasons sales pros choose to change jobs. In this article, I will share insights from my direct experience. Compensation: Not the Only Factor Compensation is frequently cited as the primary reason for sales pros leaving their jobs. While it is undoubtedly a critical element, it is not the sole or most important motivator. My experience has revealed...

15 December, 2025

This quote is attributed to baseball Hall of Fame legend Leroy “Satchel” Paige.  Country singer Toby Keith included a similar phrase, “Ask yourself how would you be If you didn’t know the day you were born,” in his ballad “Don’t Let The Old Man In.”1 Baseball legend Satchel Paige and country singer Toby Keith both expressed the idea that mental age matters more than your actual years. While our bodies age every year, we shouldn't let that define how we live.  We cannot defy Father Time, but we do not need to give in to aging, as long as we can. In...

11 December, 2025

Understanding the Buyer's Perspective Many sales pros lack insight into what truly happens on the buyer’s side during the sales process. They often wonder what the buyer is thinking, what steps they are taking, and what their overall process looks like. Questions arise about who else the buyer is considering, when a decision will be made, and where their own proposal stands in the evaluation. Without clarity on these critical aspects, salespeople may find themselves navigating in the dark, unsure of how to effectively position their offering or address the buyer’s needs and timeline. Adapting to the Buyer’s Process: How Sales Pros Can...

27 October, 2025

Sales professionals often ask for my perspective on social media. The landscape now includes platforms such as LinkedIn, Facebook, X (formerly Twitter), Instagram, Snapchat, TikTok, Pinterest, Snapchat, Reddit, Tumblr, Quora, WhatsApp, and YouTube—each offering distinct advantages and disadvantages. However, ignoring social media is no longer an option. Every sales professional should evaluate which platforms align best with their target audience, sales objectives, and brand strategy. In today’s digital environment, a complete absence from social media can severely limit visibility, credibility, and professional growth. On the other hand, one can get consumed trying to maximize usage of many social media platforms. This...

13 October, 2025

In addition to being an avid sports fan, I have a deep interest in history, particularly American history and its wars. One powerful episode from the Civil War offers a lesson that resonates far beyond the battlefield. The Gettysburg Battle and Dedication of the Cemetery The deadliest battle of the Civil War took place at Gettysburg, Pennsylvania, from July 1 to 3, 1863. Around 170,000 troops fought, with approximately 51,000 killed, wounded, captured, or missing. The Union’s decisive win forced Lee’s Confederate army to retreat. Four months later, in November 1863, a large crowd gathered at Gettysburg for the dedication of the battlefield...

07 October, 2025

Who are they? We've all crossed paths with them—the office jerks. Difficult colleagues often share common traits. They may be rude, self-centered, unfriendly, insulting, loud, manipulative, or mean. They get “under your skin.” Whether intentional or not, they make work-life miserable. Their behavior creates tension, undermines collaboration, and can make the workplace environment unpleasant. These people are toxic and thrive on disruption. They'll interrupt you when you're busy, disregard your priorities, play office politics, and gossip without hesitation. Some may act friendly at first, only to undercut you behind your back. Conflict with such individuals is almost unavoidable, as they often thrive on...

24 September, 2025
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