The SAYA Blog

If you look at enough pipelines, you might find the most abused ingredient is the information in the WHN and WHN Date fields. Why do you suppose that happens?

When performing autopsies of sales calls...

There's frequently a question from our clients about the validity of a sales attempt when using a new system. You try it. It doesn't work the way it was supposed to. And the questions that follow…What...

To be that differentiator that works through the chaos of today’s marketplace, as a Sales Professional:

1. I own and control my attitude!
   When their attitude wanes, for any reason, they allow their act
...

What is "networking?" The dictionary defines it as a chain of interconnections that cross at regular intervals. Translate this to business and networking is a form of business activity involving conta...

I lost everything after making a bad business decision with two “friends”.

I needed money. I was the sole support of 1 wife, 2 kids [pre-teens], 1 mother, 2 dogs, 2 houses; ultimately lost both h...

“People do things for their reasons; not for yours!” I have accepted that statement as a universal truth and I am on a crusade, committed to spreading those words of truth throughout the SAYA nation a...

As a trainer, coach and consultant for +/-40 years, and a behaviorist at my core, I have attempted to encourage people to set goals.

Using my bully pulpit, it hasn't been difficult to get people, mys...

Every Closing Pipeline bases its value on observing the flow of the sales process! It’s not a reservoir for details about the prospect. Or contact info. Or explanations about what isn’t going to ...

We all know those questions that get asked and instantly freeze you up. I remember the first time this happened to me. 

 “Rush, the results we got from another of your trainers caused chaos in our co...

If you don’t know this by now, there are some things you need to know about me!

1. I’m not a people person! Frankly, in the hierarchy of life forms I consider myself and other “humans” to be down the ...

While keeping your pipeline full, there are a couple of important things to keep in mind.

The Sales Professional should probably maintain 2 pipelines:

1. The Lead-Target-Suspect Pipeline should be ...

I know! I know! It’s really easy to see me as a “C”! Last week we focussed on the “S” and showing my DiSC findings, it was easy to see that, whether natural or adjusted style, through most of my life ...