As a certified sports nut, I love big-time game-changing plays – the “Hail Mary” pass to win the game as the last seconds tick off, and the three-pointers from 'Downtown' at the buzzer, those remarkably bold plays that lift fans out of their seats...

We can learn much about sales success strategies from those who have and continue to lead their teams to championships in the sports arenas and on the fields across this great nation.

Consider the discipline,…

A friend shared a story about his pastor, who, wanting honest "In your face" feedback about his sermons, invited two close friends to lunch, gave each a pad of paper and pencil and invited them to “unload" with comments about the things that they did not like about his sermons.” They did.

As difficult as honest feedback usually is to hear, isn’t a truthful assessment of how others perceive us, (personally or as a business), valuable information to…

Industry stats show that 80% of your ups will walk without buying. Yet if you can re-contact them within 48 hours and address their real reasons for not buying, the evidence shows you’ll get 33% of them back into the store and convert approximately 67% of them into sales.

For many dealers, this extra effort to pursue shoppers who left, and convert them into be backs, can net you up to 50 or more additional units per month. In any economy, that’s great incremental…