Newsletter Archive

Abundance, Optimism and Power Hours
Each spring (is it finally here?) we take a good look at the state of our motivation. How are we feeling about ourselves and the business climate right now? Scarcity and Fear are in the news as usual [...]

We were reminded recently about sending out a reminder on this topic. This is one of those things that we start doing and then for some reason it can drop off [...]

Appointments = Receivables
We recently completed a study for several clients and have concluded again that the single most important factor that will lead to success in sales is APPOINTMENTS [...]

Calendar Management
Here’s a radical concept, we’ve noticed that the most successful sales professionals are no longer in the sales business [...]

Course Corrections
So, any course corrections needed for 2015? Here are some ideas to consider [...]

Do The Work
Those of you who have had any experience with our work know that often we bring up the topic of Resistance.  The best example we have to offer is resistance to Goal Setting.  [...]

This month we wanted to share an article published in one of our favorite magazines - Selling Power [...]

The Ever Widening Spiral of Contacts
So we are asked from time to time: "What's the most important factor that will assure sales success?" [...]

Goal Diffusion
Want a strategic competitive advantage? Reduce Goal Diffusion.
This is a career threatening condition that results in goal suppression and physical burn out [...]

Goal Setting - NOT!
As promised, our topic for this month is “How to Overcome Why You Won’t Set Goals!”. [...]

Green Eggs and Ham
This month’s newsletter begins with a personal story.. [...]

How To Make An Appointment - Part 1 of 2 [...]

How To Make An Appointment - Part 2 of 2 [...]

Linkedin -Jan Wallen
Are Lost Accounts and Unsuccessful Proposals part of your sales plan?  [...]

Lost & Unsuccessful Proposals
Are Lost Accounts and Unsuccessful Proposals part of your sales plan?  [...]

Overcoming Objections
Objections are a natural part of the sales process
- They only occur 100% of the time
- And only at the beginning, middle and end of the sales cycle.[...]

Prospects Delay Decisions
We thought it might be helpful to re-visit this topic. Watch out for some radical ideas. [...]

Role Rejection And Referral Aversion
What might be blocking us from making outbound contacts or even “working the room” at a conference or networking event? [...]

Sales & Social Media
I was writing an article on this topic and as luck would have it, the timing of this newsletter coincides with a series of articles appearing in [...]

Sales Q&A
Two themes for this month’s installment: [...]

Second Place
We recently worked with several producers who were frustrated and disappointed that they were getting “their unfair share of second place” [...]

Social Selling
We’ve asked some friends of ours in the sales business if they would be contributors to our monthly offering.  [...]

Our Summertime offering is back!! We checked the archives and found that the first time we wrote about this topic was in July of 2001 [...]

Ten Questions You Must Ask
As mentioned last month, we’ve modified our approach regarding the Sales Coach Newsletter this year. [...]

Top Ten Sales Habits
A sign posted on the office wall of a sales consultant:
“Follow a regular practice of outbound contact even when on a plateau (or in a ditch)” [...]

Top Ten Sales Process Breakdowns
One of our missions is to keep our newsletters upbeat, so here’s an attempt with what can be a difficult message.  [...]

W2 Worksheet
During our Advanced Sales workshops, we typically field questions regarding voice mails. Should we leave a voice mail? What is the best message to leave? How long or short should our message be? [...]

Yielder And Over-Preparer
The first order of business is to gratefully acknowledge the enormous contribution made by George Dudley and Shannon Goodson [...]


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