Do this fun and easy exercise to build one of your most important selling skills A critical component to building connections with prospects and customers is the skill of empathy.  The world is full of people who want to be understood.  In Stephen Covey’s famous book, he gave us the 7 Habits of Highly Effective ..read more

Do this fun and easy exercise to build one of your most important selling skills A critical component to building connections with prospects and customers is the skill of empathy.  You might be wondering why I called empathy a skill and not some built in talent or ability.  That’s because I think you can develop ..read more

How to outsell your competition without the lowest prices, the best technology, or biggest marketing budget In the 1975, Van McCoy released a hit song and dance called “Do the Hustle”.  The lyrics are very simple and so is today’s message.  The lyrics were literally, “Do the hustle”.  The irony is that it’s also the ..read more

How to outsell your competition without the lowest prices, the best technology, or biggest marketing budget In the 1975, Van McCoy released a hit song and dance called “Do the Hustle”.  The lyrics are very simple and so is today’s message.  The lyrics were literally, “Do the hustle”.  The irony is that it’s also the ..read more

Channel the power of DISC styles Bad news…down markets…increased costs…It’s all over the agribusiness headlines.  Every day, the outlook for farmer profitability is reported as dismal and getting worse.  When it comes to agribusiness company news, it doesn’t get any better.  Sales and profits are down, generating work force reductions, mergers or location closures. This ..read more

Channel the power of DISC styles Bad news…down markets…increased costs…It’s all over the agribusiness headlines.  Every day, the outlook for farmer profitability is reported as dismal and getting worse.  When it comes to agribusiness company news, it doesn’t get any better.  Sales and profits are down, generating work force reductions, mergers or location closures. This ..read more

How healthy is your prospect funnel? Prospecting and cold calling are some of the more difficult selling skills for salespeople to master.  I am often asked to help salespeople improve them.  My first question to them is always, “Tell me about your prospect funnel?”  And guess what?  Many do not have one.  That becomes problem ..read more

How healthy is your prospect funnel? Prospecting and cold calling are some of the more difficult selling skills for salespeople to master.  I am often asked to help salespeople improve them.  My first question to them is always, “Tell me about your prospect funnel?”  And guess what?  Many do not have one.  That becomes problem ..read more

How dysfunctional is your sales anatomy? Last week, we covered the proper functional Anatomy of a Sale.    Go back and read or listen to it first to gain a better understanding for this article.  Today, we cover the same 5 systems.  However, we highlight the major symptoms when you have dysfunction in your sales process.  None of us are perfect in our sales process as we are dealing with a lot of moving parts and multiple people to execute what we do.  So, the dysfunction level will fluctuate over the course of your sales career.  See if any of these dys ..read more

How dysfunctional is your sales anatomy? Last week, we covered the proper functional Anatomy of a Sale.  Podcast version. Go back and read or listen to it first to gain a better understanding for this article.  Listen in as we discuss the 5 Systems that make up a healthy sales anatomy and the symptoms of dysfunction ..read more