"Stop promising and start probing!" ​ Profitable advice for all.

Successful people do not define success relative to what others have achieved. They define success relative only to what they have achieved in alignment with their own goals.When you stop comparing yourself to others and only celebrate the success you have defined for yourself, you truly feel a sense of accomplishment and happiness. Comparing yourself to others only creates resentment, bitterness and anxiety.

There is a new normal in sales, and to be successful, we must know that exactly that is. The old way was cold calls and calling 25 people a day. Now, it is more important to have quality contacts, and 1:1 conversations. Relationships are key! Clients find us now more than they used to. So, businesses must ensure that they have a credible, professional presence.

This morning on CBC Ottawa radio it was reported that more people want to leave their government jobs than are being asked to. And, in many cases there is no overlap between those who want to leave and those that have been given notice to leave.

The reality is this; given the choice a “player/coach” sales manager will ALWAYS chose to play. They will always pick sales above management and their team will always see them as competition. Because early stage companies are often run on a smaller, leaner staff, it may be the case that the sales manager is direct selling now. If that’s the case, the first goal for the manager should be to replace him or herself.

It's the start of a new month. Your numbers are back at zero and you need to refocus on getting the job done. What does it take? The hardest of all human behaviors.

Rid yourself of sales trash. Are you selling the way you were five years ago? Chances are good your results aren’t what they once were. Find out what’s not working for you and kick that sales trash to the curb! Here are five common issues I’m seeing when coaching clients.

When I think about Apple, and their success, much of it can be attributed to their great service. The genius bar, appointment scheduling, roving "mobile" check outs create a retail environment like know other. People go there just to hang out see what's new, get advice and of course buy a LOT of products

Despite what you may have been taught in the past, there IS such thing as a dumb or a stupid question in sales. I hear them all the time - both by the sales people that call me, AND while listening to the sales calls sent to me by clients. Occasionally in training workshops too. And it never ceases to amaze me that with all the great questions to chose from, why some sales people chose to alienate, disengage or confuse their prospects by setting the wrong tone with their questions