Try this before your next meeting. Sit quietly for a few minutes (even if it's in the parking lot in front of the customer's business). Think about your favorite beach or other "happy place." Now, imagine how you want to ...Read More

Chris Lytle's Sales Tip: Does this sound like any sales operation you've worked for? "When generals are weak and lack authority, instructions are not clear, officers and soldiers lack consistency, and they form battle ...Read More

Chris Lytle Sales Management Tip: Too many companies have wishes instead of standards. "I wish my people would make more calls," one manager told me. A standard is a measurable indicator of performance involving a ...Read More

If there's one thing I consistently see entrepreneurs undervaluing it's resourcefulness. Ironically, resourcefulness is the one and ONLY thing you will need to create your first entrepreneurial breakthrough. Without ...Read More

Why I Object to the Way Most Salespeople Handle Objections...

I was an all-American high jumper in college. As a matter of fact, I matched the women’s world record in 1971. I brought a lot of that competitive ...Read More

Chris Lytle Sales Tip: "The juggler can't tell you which ball is more important. Drop just one and the show is over." I was particularly intrigued by this thought from Joan Magretta's book, What Management Is. In selling ...Read More