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Urgency Based Selling

Secure More First Meetings

May 7, 2018

Are you getting enough first sales meetings? Learn practical techniques to open more doors, including:   Bold vision, bold behavior Special, practical techniques which generate a response Addressing prospect risk aversion.   We need special approaches since typically no more than 5-20% of prospects in most markets are in search mode – looking for a […]

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Breaking the Sales Pigeonhole – in Renaissance Executive Forum

May 1, 2018

The magic moment of access is: when meet the client’s need, the client confirms they are happy and have no other needs. This is the magic moment of access, when we might just “break the pigeon-hole”. To learn more, please click here.    

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The Bag is Empty – When you need a new training/consulting product

April 24, 2018

Your clients love you. You need a new product offering. Urgency Based Selling complements your current practice. Learn how to deliver Urgency Based Selling.

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For 7 Sales Accelerators

March 20, 2018

For a read-only power point on 7 sales accelerators, please click here:  

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Pulling Up the Failing Salesperson – on Sales POP!

March 13, 2018

Pulling Up the Failing Salesperson – on Sales POP!   There are 4 phases to sales management evolution: 1) Chaos – no management 2) Primitive management – some reporting, some standards, often optional; Gallup poll management, every salesperson is unique, cater to the salesperson; no one fired. Take all orders, even (and sometimes especially) the unprofitable ones. […]

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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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An Introduction to Urgency Based Selling

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