The current economic environment is difficult.  It is more challenging for some industries and less challenging for others.  However, every business has been affected in one way or another.  Every business has been presented with three choices; the culminating result of the choice you make will surely mark the difference between the success or failure [...]

One of my favorite, yet simple and profound quotes dealing with success states: “Success is not found in never falling, but rather in rising every time you fall.” There is no such person, as a salesperson who has never failed in his attempt to make a sale. Several years ago I was working with a [...]

Salespeople are continually looking for new sales opportunities. Unfortunately, most salespeople must start over each month in finding new opportunities for that month’s sales. There are many methods for finding new business. For example, cold calling, leads groups, networking, referrals, industry publications, subscribing to bid lists, joining clubs and organizations, etc. One of the best [...]

Success at selling is analogous to many of life’s situations. If you are willing to sacrifice early on, you will position yourself for the long term and greater reward. Paying the price early in your sales career is a lot like raising children. Spend time with them when they are young; teaching, training, guiding, directing, [...]

Following a game plan is as critical to sales success as it is to winning in any sport. There isn’t a game that is played for fun or profit that isn’t first played and won in the mind. In other words, there is a specific and precise plan for victory that is planned, rehearsed and [...]

The Business Performance Group has trained and coached thousands of professional people in the art and science of selling. Some of the people have shown an incredibly high aptitude for sales and yet, these gifted people prior to our program have been less than successful. Others however, with seemingly few innate selling skills have been [...]