Why Sales Success is like High School

In my sales training sessions with originators, it is clear that many of our industry’s producers are having a difficult time selling in today’s hyperconnected world. Likewise, management teams are facing similar issues. The big question is how to sell and market products and services when unlimited information, short attention spans and intense competition have […]

The Secret Killer of Sales Performance

During my sales training classes on prospecting, I ask originators how many referral sources they have. I see the same thing again and again. A majority of originators are dealing with only three or four consistent referral sources. For these originators, this scenario is a time bomb that could negatively impact their budgeted goals unless […]