By Todd Duncan

There’s no doubt that most sales professionals would like their businesses to be more consistent and stable. Then why is it that a large majority of salespeople still squeak by in a maze of inconsistencies? One of the biggest reasons is because they fail to plan for sales success.

By Todd Duncan

It makes no difference where you are in your sales career, whether you’re a sales manager, sales broker, or sales rep. The million-dollar question applies to everyone in the sales profession. And more than likely, it doesn’t matter what company you work for or what product you sell. The fact is, you will not reach your potential as a sales pro­fessional until you answer the question, and answer it correctly. The Law of the Shareholder demands that you do. And what might be the million-dollar question you ask?

By Todd Duncan

Every sales professional is familiar with failure. In fact, truth be told, we’re probably more familiar with failure than success. Even the best. And while many books state that the difference between the successful salesperson and the mediocre one is something like mental tenacity or perseverance, neither is enough to continually motivate us to dial another phone number when the going is really tough. Perseverance keeps you active, yes. Perseverance may even improve your initiative. But perseverance doesn’t address the heart of motivation.

By Todd Duncan

Where are you in your sales career? Are you a twenty-year veteran with a few success stories under your belt, yet you rarely feel satisfied with your work? Maybe you’ve jumped from sales job to sales job, each time hoping things will be better… but things aren’t better, really.

By Kristen Gielow

We all fall victim to mismanaging our priorities. Mostly because we don't really know what our priorities are. Oh, we know what we need to do right now. That is until something more important comes up, and we stop that "right now" activity to do the "really right now" activity.

By Todd Duncan

Prospecting is a core part of the sales professional's business, however many salespeople experience call reluctance. If you experience reluctance when it comes to trying to convince people whom you have never met to do business with you, you are not alone. The good news is that a unique value proposition can help you overcome reluctance and gain the business you desire.

By Todd Duncan

To operate your business in a unique fashion, you must discover your own uniqueness and the uniqueness of your company. Your unique value propositions must be linked to your unique strengths.

By Todd Duncan

The real value of a unique value proposition comes in its execution. But first, you must peak your clients interest. Therefore, your unique value proposition must have curb appeal.