Yamanouchi Pharmaceutical Sells a Drug Before It Exists — and Makes It #1 in the Country BackgroundYamanouchi Pharmaceutical — later merged with Fujisawa Pharmaceutical to form Astellas Pharma Inc. — was preparing to bring a new urological drug, Vesicare, to the United States market. When the sales force was mobilized, the drug was still in […]
When most people think about improving sales performance, they focus on the obvious: better scripts, stronger closing techniques, deeper product knowledge, or more activity. And while those elements absolutely matter, there’s a hidden edge that often gets overlooked, one that separates average performers from elite producers. That factor is physical and mental fitness. If you
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Every salesperson talks about having a “breakout year.” Far fewer actually do. The difference is rarely talent, luck, the economy, or even the product. The real difference is mindset, discipline, and execution. If you want 2026 to be your best year in sales, not just slightly better, but clearly better, then you must approach it
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Show me a struggling sales team and I can tell you exactly what fixes they’ll attempt to remedy the situation with, all of which are woefully inadequate and will come up short again and again. The good news is, there is a solution and while it’s not well-known, it is highly effective. In fact, it’s
Back in November 2021 I participated in a 75-hour men’s personal-development program called The Project. It was run by a Navy SEAL, Marine, MMA Fighter, SWAT Police Office, and a business mogul. Though it’s been compared to half a Navy SEAL Hell Week, complete with a bell you could ring to quit, along with surf,
Business, Sales, and Life Lessons Learned During “The Project” Read More »
The following is a case study which highlights the dramatic transformation of a sales team at one of the largest companies in the world. The turnaround was led by my business partner, Steve Siebold, one of the world’s top mental toughness coaches.This article highlights, and I’ll spell out at the end, what separates top-performing teams
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This article could be and probably should be the shortest article I’ve ever written. The reason is, once you’ve been in sales for a year or more, you know what success takes, the only question is, are you going to do what needs to be done or are you going to try to do the
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In my business partner Steve Siebold’s book: 177 Mental Toughness Secrets of the World Class, he lists and talks about the 177 differences in mindset between the world-class, top salespeople and everyone else; what separates the champions from the rest of your sales team. Combining the information in that book with my 37 plus years
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As I continue a deep dive into Steve Siebold’s psychological performance/attitude training for sales teams, in this article I look at key questions that sales leaders can ask in order to determine the overall health of their sales team(s) as well as which direction they are headed in. On that note, here are some questions
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Back in 2009, while we were still in the throes of a difficult recession, and in 2020 during the pandemic, I wrote similar articles to the one below. That said, while these tips are critical during difficult times such as something in the economy, your market, or any other disruption, this article will help you
6 Tips for Selling More Regardless of Market, Economy, Tariffs, Prices, etc. Read More »