By Jonathan Rogers

Have you ever been frustrated that the people you lead or manage just don’t seem to be as COMMITTED as you to your plans and goals? Or you thought they were, and found out too late that they weren’t? You were forging ahead only to turn around and see that no one was behind you...

By Todd Duncan

The fact is that behind every great performance is a passionate, motivated, and committed person—whether we’re talking about a rock band or a real estate agent. Behind every bad performance is a bored, complacent, and indifferent person. And in the business of sales, you choose which you will be.

By Todd Duncan

Ninety-five percent of salespeople go 95 percent of the way and get only 5 percent of what’s available to them. Five percent of salespeople go 100 percent of the way and get 95 percent of what’s available to them. You must decide in which group you want to be.

By Todd Duncan

The Law of the Hook says that a captivated audience stays to the end. That’s because the principle that keeps your eyes glued to a screen and your hands glued to a book is the same principle that keeps your prospects glued to you. You see, an audience is an audience whether in a sales office or a theater; and to keep an audience around, the per­formance must be captivating from the get-go.

By Todd Duncan

The problem is that most salespeople rush into a commitment without knowing anything substantial about a person. Without knowing whether there are shared values and shared goals. Without knowing the others’ expectations, needs, or desires. As a result, like a whimsical marriage, the success of such relationships is shaky at best.

By Todd Duncan

As a young salesperson, I fell victim to it. And as a budding sales professional, you probably did too. In fact, you may still be victim to what is perhaps the most common mistake in the sales profession: trying to meet the needs of everyone while failing to secure the loyalty of anyone.

By Dan Foster

I keep running into the same adversary in my coaching sessions; it is extremely powerful and its name is “Limited Thinking”  Why do we give this adversary it’s due?  Maybe it is because as children whenever we started to do something that was potentially harmful a parent would yell “No!” or “Stop!”. Or could it be because we’ve all had experiences where we tried something new or different and failed.  And many of us never had someone to help us get back up while pushing us forward with the encouragement to keep on trying.

By Todd Duncan

The Law of the Bull’s-Eye says that if you don’t aim for the best prospects you will do business with any prospect. That’s because in sales, if you aren’t aiming for the bull’s-eye, you won’t beat your competition very often. On the other hand, when you’re good at hitting the bull’s-eye prospects in your field, you can upstage your competition on a regular basis.