In the fast-paced, ever-evolving world of sales, success is never a given. Despite best intentions, even the most well-resourced sales teams can stumble. Understanding why these failures occur is the first step toward creating a thriving, high-performing sales force. Here are the key reasons sales teams fail—and actionable strategies to fix them. Lack of Training […]
Selling Without Selling
Selling without selling? It sounds counterintuitive, doesn’t it? Yet, in today’s world, where buyers are more informed and skeptical than ever before, traditional hard-selling tactics often do more harm than good. Instead, successful salespeople are learning to sell by not selling—at least not in the traditional sense. Let’s explore how to master this approach by […]
The Power of Storytelling in Sales
In the world of sales, few tools are as powerful as storytelling. While data, metrics, and features may appeal to the logical mind, stories have the unique ability to connect on an emotional level. A well-told story can turn a hesitant prospect into a loyal customer. Let’s explore the transformative impact of storytelling in sales […]
You Can’t Please Everyone: Focus on the Right Customers
In business, as in life, we often fall into the trap of trying to please everyone. It’s an admirable sentiment – wanting to be all things to all people – but in reality, it’s a recipe for mediocrity. In the world of printed circuit boards, as in any other industry, the key to long-term success […]
The Customer Isn’t Always Right
In business, there’s a mantra that’s been recited so many times it’s become gospel: “The customer is always right.” But let’s be honest – it’s not entirely true. Customers aren’t always right. Sometimes they’re misinformed, unreasonable, or just plain wrong. But how you handle those moments when a customer is wrong makes all the difference. […]
Making 2025 Your Best Year Ever
As we start another year, it’s time to reflect on where we’ve been and, more importantly, where we’re going. The world of sales is not for the faint of heart. It’s a world of high stakes, high energy, and, let’s face it, high-pressure situations. But if you approach it with the right mindset and strategies, […]
What To Do When They Won’t Answer The Phone
Based on some of the Rep 1:1 calls this week where there was a lot of talk about not being able to reach customers, I put together some ideas you can use. Apparently, according to my rep friends, no matter how hard they try, they just can’t get through to their customers, especially their target […]
What a Good Salesperson Asks Santa for Christmas
Christmas is coming, and every salesperson worth their salt knows it’s not just time for eggnog and office parties. It’s the perfect time to ask Santa for a little extra something to boost their success in the coming year. After all, who better to help you hit your sales quota than the guy who delivers […]
You’ve Got To Hustle!
Hustle Matters, Hard Work Matters: Why Working Harder and Smarter Will Make You the Winner. In the world today, there are a lot of things we can’t control: the economy, what our competitors are doing, and even sometimes what our customers are thinking. But one thing that’s fully within our control is how hard we […]
The Election Isn’t Your Problem—Here’s Why
How many times have you heard, “We’re just waiting to see how the election turns out before we make any decisions”? As someone who’s been in this business for a while, I can tell you right now—that’s nonsense. Blaming your lack of sales or slow customer decisions on the election is the biggest cop-out ever. […]