Many sales professionals associate summer with a drop in sales. It doesn’t have to be that way.

Talking around the problem and beating around the bush will not solve the problem. You are at your most profitable when you diagnose the situation quickly and address it directly.

Times have changed...and so have buyers. Here's what they're looking for today.

Sales is stressful.You know, I know it...we all know it! Especially when commissions and bonuses are at stake, we all know the feeling of comparing our numbers to the sales target knowing we have limited time left to produce the expected results.

A long time client of mine had their sales targets set by the board of directors in isolation of a market assessment or a discussion with the sales leaders.

Conventional wisdom says that sellers must communicating tangible value for your clients is order to keep them happy. But keeping them happy is not enough. To accelerate your sales, you must ensure they are satisfied and loyal…

Frustrated by the amount (or lack) of phone calls being returned? Tune in to this week's video sales tip.

Travel safe this month! And as always...sell profitably!

Here are two things you can do to improve upon your current success:

If you want to create consistent sales results - you must have a sales team that is efficient at this skill type.

When was the last time you met a thriving salesperson who was uncomfortable or easily intimidated by negotiations?

Are you truly catering to your customers?

Far too often these days, businesses are practically falling over themselves to attract Millennials to their sales teams, making compromises in all kinds of places where they shouldn’t. And I’m tired of it…

I've noticed a real difference between how top performers and poor performers treat their buyers. I discuss the distinction between the two in this week's video sales tip!

Your prospects have to know, like and trust you to buy...right?For years, this was indeed the case. However, times have changed.

When you see a sales rep struggling month after month, and missing target after target, it's enough to make any sales leader uneasy.

Are your "standard procedures" disconnecting and disengaging your customers?

It was a pleasure to again talk to and gain Alan Weiss's valuable insights. Million Dollar Maverick is out now, and Alan is talking all about being a Maverick in the speaking industry.

Bravo to the GTAA and their partners for making an improvement to the passenger experience that is worth coming back for

I spent the week with two teams of top performing sales professionals this week. Although I suspect that some of them will fall out of that position before too long. Here are my observations: