What Was Your Greatest Sales Comeback?
In the first round of this year’s playoffs between the Golden State Warriors and the Los Angeles Clippers, the Clippers were down 31 points late…
Salesperson’s Corner
ARE YOU NUMBER ONE, 24/7?
A friend of mine told me the story of a former member of the San Francisco Giants. This player was very close to making the…
Compass: What it Means For the Real Estate Industry & How Agents Will Be Affected
Compass, a modern brokerage platform for residential real estate, is on a fast track to total domination in the San Francisco – Bay Area market….
When OK is Not Enough
ATT’s new ad campaign featuring examples of “when Ok is not enough” really hit a nerve. This is one of the best ad campaigns I have seen…
Recommit to Your Beliefs to Achieve Great Results
If you are a golfer, you understand that golf is 90 percent mental and 10 percent skill. My theory is that the power of your…
The Importance of Follow-Up: 3 Top Ways to Make Old Business, New Business
Every new salesperson initially struggles to build their book of business. If they can create a solid base of clients, then they can begin to…
Rules to Live by In Sales
“Never Stop Investing in Yourself or Retirement” – Jill Furtado, Berkshire Hathaway As salespeople, we can get busy very fast. If our business is…
Do Not Track Your Time, Track Your Activities
It used to be that most employees would simply punch a card when they got to work and punched a card when they left work….
How to Increase Your Sales Production In 2018
How do I do better in sales next year? The standard answer to this question has been “cold-call, cold-call, cold-call. Pick up the phone and…
Client Relations And The Generation Gap
Several years ago, I experienced my first case of age discrimination. My son and colleague invited me to assist him in a large sales presentation….