Toxic Customers: Start the Cleanup

Customers have the ability to make our job a walk in the park, or a never-ending marathon: especially toxic customers. Wouldn’t it be nice if every customer were ‘The One?’ You know, the one who seamlessly meshes with your team and fits your culture to a T. The one who totally buys into your process [...]

By | 2016-10-17T16:36:09+00:00 January 17th, 2012|Sales Success|0 Comments

Cleaning Closets Develops Discipline!

Want to know a little secret about me? When I sense that my discipline is slipping, I clean out my closets! It sounds like a small thing, right? Not for me! Shirts not unwrapped from the cleaners and organized by color, shoes lying around sloppily without shoe trees inserted, and undershirts piled haphazardly may not [...]

By | 2014-04-13T14:55:09+00:00 July 5th, 2011|Sales Success|1 Comment

Bringing Your Head Trash to a Sales Meeting

I have a sneaking suspicion that many of us salespeople carry just as many objections into a sales meeting as the prospect brings up during the sales meeting. For myself, I have observed that the number of objections I bring can be affected by the status of my deal pipeline. Most of the objections I [...]

By | 2016-10-17T16:37:15+00:00 March 9th, 2011|Sales Success|0 Comments

Getting Naked: A Business Fable

I was tremendously impressed with the latest book from Patrick Lencioni, Getting Naked – you’ve probably heard about him through one of his previous bestsellers which include The Five Dysfunctions of a Team and The Five Temptations of a CEO. Though the book itself is a surprisingly straightforward fable, I got many insights about the [...]

By | 2016-10-17T16:37:28+00:00 February 4th, 2011|Sales Success|0 Comments

Getting Ready to Get Ready

It’s January, the holiday cobwebs are finally gone, and we are back to serious business, which at CFS means focusing on prospecting for new business. We closed a number of new deals at the end of last year and started this year with some momentum, but we absolutely can’t afford to rest on our laurels. [...]

By | 2016-10-17T16:37:37+00:00 January 26th, 2011|Sales Success|0 Comments

Installment Six – Be Positive

This is the final installment in my 6-part series dedicated to increasing sales in economic recovery. At the end of this post are links to the previous entries in the series. Recognize achievement. Salespeople rank recognition pretty high, right below high commissions! As a CEO or senior executive, you can make sure that top performers [...]

By | 2016-10-17T16:38:27+00:00 September 13th, 2010|Sales Success|0 Comments

The Danger of High Expectations

QuickBooks Online is down today. Apparently the outage started at 7 p.m. Pacific time yesterday, but I only noticed when I tried to log in first thing this morning. Since then, I’ve been refreshing the page hourly to see if it’s back up – I can’t generate invoices, pay bills, or view our financial reports. [...]

By | 2016-10-17T16:39:13+00:00 June 16th, 2010|Sales Success|0 Comments

Follow the Signs; Not Your Mind

It happens from time to time, and it happened again last week. I had underestimated by a long shot how overbooked my schedule was. In my role as CEO, salesperson, management consultant, dealmaker, and manager, I had shifted gears so many times that the machine was beginning to smoke; that’s how bad it felt! It [...]

By | 2016-10-17T16:39:26+00:00 May 24th, 2010|Sales Success|0 Comments