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Urgency Based Selling

When a Salesperson is Failing – The Entrepreneurial Sales Manager’s Job

March 3, 2018

When a salesperson is failing – the entrepreneurial sales manager’s job       There are 4 phases to sales management evolution:   Chaos – no management   Primitive management – some reporting, some standards, often optional. There is Gallup poll management, every salesperson is unique, cater to the salesperson; no one is fired. Take all […]

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Break the pigeon hole

February 25, 2018

Why do customers buy product A, but not service B? Why do they pigeon hole us? We need a breakthrough move – bold vision, bold behavior and proving to the skeptic. To read the essay, please click here. For an example, please click below: To see the result, please click here.  

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Forbes.com article: Not Enough 1st Sales Meetings? Time for a Paradigm Shift

January 28, 2018

Most business systems are geared to generate incremental change – continuous improvement – necessitated by the replicability built into corporate DNA. At times, incremental change isn’t enough. How do we know when it’s time for a sales paradigm shift? Look for anomalies. In particular, not enough 1st sales meetings. We have become too civilized, as […]

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Taste of Urgency Based Selling

January 25, 2018

  For a taste of Urgency Based Selling, please call us at 201 415 3447. Tailored to your needs, a 2-3 hour interactive seminar, which includes coaching sales team members to: Recognize the growth crisis – not enough new first meetings Embrace the leadership/ownership mindset, a “do or die” perspective. The Power of Bold Vision, […]

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Dual Nature of the Business Developer – Salesperson as Platypus

January 13, 2018

dual nature of business developer Salespeople have a dual nature – both as entrepreneur and as employee. How do you manage this paradox? To learn more, please click here.    

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12 ideas to disrupt your selling process

December 6, 2017

Here are 12 ideas to disrupt your selling process: Selling Type 3 knowledge An Entrepreneurial Focus Securing Appointments Balancing the Yin and Yang of Selling Selling Change Hiring better candidates using storytelling Managing Risk Adjustment and Risk Aversion Fostering Innovative Thinking Long term motivation for salespeople Strategy Process and structure Sales training theory – essays […]

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From Forbes.com: Four Words That Will Transform Your Life As A Salesperson

November 3, 2017

Four words can positively change your life forever, transforming a mediocre salesperson into a superstar business developer. The words are easy to say, but they take some work to implement. They are: bold vision, bold behavior. If you haven’t achieved what you want in any selling or persuasion interaction, ask yourself these questions: Was I bold […]

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From: Forbes.com – Can Sales Excellence Be The Norm?

October 10, 2017

We know the type of salespeople we need: rockstars. We advertise for them. We know what they look like. Think about your best salespeople for a moment —  rockstars. Perhaps they do 50-80% of your sales. Imagine if you could develop your entire team to produce at the same level. What would this mean to […]

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From Training Industry: Accelerating Sales Training With Prepared Battle Plans

September 30, 2017

Achieving the ideal balance between abstract and concrete is a constant challenge in training. If the education is too abstract, the learner can’t relate to it. If there are too many examples, the learner can miss the forest for the trees. To read the article, please click here. http://www.trainingindustry.com/blog/blog-entries/accelerating-sales-training-with-prepared-battle-plans.aspx For a 1 minute video on […]

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A Sales Program Millennials Can Love

September 1, 2017

A Sales Program Millennials Can Love Purpose  – The Heroic Salesperson Participation – an open system, inviting improvement Mentoring – one to one coaching to brainstorm, share wisdom Education – practical knowledge; selling which works Team Building – developing mutual respect, camaraderie and learning Social Media – capitalizes on social media skills   To learn […]

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An Introduction to Urgency Based Selling

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