The prospects for sales are high, you have undergone Sales Training, you have memorized all of the skills needed to close the deal, and on top of it all, your product is exactly what your customer needs, yet your sales at the end of the day are still minimal.

I’ve been selling for over 23 years and I probably should say closer to 50. If I asked a group of 100 people to raise their hand if they were in the sales business, only a few would comply, yet everyone in that audience is selling something.

Background This technology industry service start-up grew quickly as a forerunner in a new and rapidly expanding market segment. Infused with external capital and charged with growing revenue fast, the company embarked on a strategy to hire senior level Sales executives who could bring success with large, complex sales.

I'm amazed when I hear sales people and managers tell me how slow summer is for their business.

How much time and money do you devote to your company's sales pipeline?

Ask yourself this question - when you call a prospect or client back to close a sale, do you open your call up with, "I'm just calling to follow up..."?

For those of you who have been through training with me, or have purchased any of my training material, you know that I am BIG on preparation.

I want to expand on telephone scripts a little bit because I've been getting so many emails asking how to be effective in today's market.

If I gave you a pencil and asked you to sell it, how would you go about it?

Why is it that 80% of the sales and revenue in any company or industry is made by the Top 20% of the producers? And, more importantly, what you begin doing today to move into that elite group?