The Biggest Enemy To Sales Success

In my industrial marketing consulting work I come across numerous time-worn excuses as to why salespeople can’t seem to meet or exceed their sales quotas. Now while the vast majority of salespeople I encounter are hardworking, well meaning, and likeable, many of them...

Simple Selling Rules

Do you need to head to the top of the highest mountain, take a vow of silence, and live in a monastery until the answer is revealed in order to kick up your selling skills? Is it imperative to spend a lot of time learning the ropes from a grizzled sales veteran in...

A Simple Way To Grow Sales

In case you have ever wondered if I think of anything beyond industrial marketing this post is to partially relieve you of your concern. On October 27, 2012 I was in Niagara-on-the Lake for my 30th anniversary. It was to be a short but romantic weekend which would...

The Sale That Never Was

Pity the poor salesperson. Here are just a few of the things they encounter in their working lives: punishing working environments, unrealistic performance expectations, and little to no empathy from company owners. When they are not being told no from harried...

Selling And Revenue Generation

As an industrial marketing consultant I work with senior manufacturing executives who are struggling to attract prospects and convert prospects into customers. I am often astonished at the poor quality of industrial marketing in general, and personal selling in...