Robin Green

"A man who does not read has no advantage over the man who can't." - Mark Twain

Effective sales calls rely on muscle memory. I’ve mentally rehearsed various scenarios. It’s as if I make the call twice. Once in my head, then the actual call.

You should not sleep at night if you only know one or two people in a customer account. Part of your strategy for your best customers should be to expand your relationships. 

Trevor Jarres, an Account Manager with C&K South, has been named the Client of the Year for Sandler in Richmond. Trevor is based in Decatur, AL and has been

In baseball, five-tool players are rare. They represent the best of the best. Mays, Mantle, Clemente. They are the unicorns. Able to do it all with a high level of skill. There are no flaws or holes in their game.

What does it take to be a five-tool player in sales? To be the best, what are the areas of excellence?

When I ask sales professionals what holds them back, they usually respond with some version of "If I only had more time in the day." If you are a sales leader, you've heard the same song. It's not true.

Setting goals is essentially a waste of time. How many times have you set a goal, got excited, showed remarkable willpower for the first few weeks, and then promptly fell off the wagon? That is the most common experience people have in setting goals. The problem isn’t you. It’s with the way you are going about setting your goals. If you remember these three principles, you will consistently hit your goals.

Over the past several years, I’ve written a blog post listing my favorite books of the year. When we do our is-anybody-actually-reading-any-of-this-stuff marketing review at the end of the year, the “books” blog post is always one of the most popular. Take a peek inside....

Sales is a beautiful, exciting, and rewarding career. But, unfortunately, it is also stressful, frustrating, and sometimes downright terrible! Every coin has two sides, and sales is no exception.

Congratulations to Daybreak IT Solutions in Richmond, VA, for being named the Ascend Performance, powered by Sandler, Company of the Year. Daybreak is a proven, trusted, hardworking Information Technology Solutions company that prides itself on being different.