Greg Winston


A Silver Bullet?

By Greg Winston |  Jul 23, 2009

A year ago, I was receiving the same inquiry at least one a week: How would I dramatically improve sales in an ever more challenging marketplace? Over the...  Read story

What I Learned from Michael

By Greg Winston |  Jul 7, 2009

The news of Michael Jackson's death took me back to my childhood. We lived on Hovey Street and the Jacksons lived across Clark Road in an area called Tarr...  Read story

Why Plan?

By Greg Winston |  May 13, 2009

We recently polled 50 sales managers on the concept of planning during turbulent times. In addition, we asked for input from the top 10 percent of their s...  Read story

The Other Side of Recession

By Greg Winston |  May 5, 2009

"The only competition you will ever have is the competition between your disciplined and your undisciplined mind." I insert this quote, from entre...  Read story

How Do You Maintain Sales During the Slow Seasons?

By Greg Winston |  Jul 9, 2008

It's that time of year. July 4th, picnics, vacations, and a predictable drop in business. If you are a sales veteran, perhaps you have noticed the cyclica...  Read story

What Would Indiana Jones Do?

By Greg Winston |  Jun 9, 2008

This weekend's box office supports the idea that Harrison Ford as Indiana Jones may be the adventure hero of this (or any) century. Seriously, who can com...  Read story

Don't Cut the Sales Budget

By Greg Winston |  Jun 5, 2008

I know these are tough economic times for many, but it seems odd to me that many companies don't truly understand the value of selling. Without sales, eve...  Read story

Always Be Interviewing

By Greg Winston |  May 28, 2008

The number one mistake in building and maintaining an effective sales team is a flawed hiring process. While there are many elements to consider, my first...  Read story

Why Women Sell Better, Part II

By Greg Winston |  May 19, 2008

My recent blog post stating that women are better sales people than men provok...  Read story

What You Can Learn from the Hornets

By Greg Winston |  May 6, 2008

I'm watching the NBA Playoffs as I write this one -- specifically the San Antonio Spurs vs. The New Orleans Hornets. What's interesting to me is that most...  Read story

How to Evaluate Your Sales Reps

By Greg Winston |  Apr 3, 2008

Are you paying 100% of their salaries and getting 20% of their efforts? Well that's just not fair. And here's what you should do: Evaluate every sales per...  Read story

Why Women Sell Better

By Greg Winston |  Mar 30, 2008

I'm a born-again feminist. Yes, I know, that's a pretty strong admission for a guy. But if my years of sales training have taught me anything, it's the p...  Read story

Secret No. 7: Sell Consciously

By Greg Winston |  Mar 21, 2008

How often do we sell? If we counted out the time we are actually in front of a customer, it would probably surprise you. Most sales professionals are only...  Read story

Secret No. 6: Get a Mentor or a Coach

By Greg Winston |  Mar 17, 2008

When you think about it, which is worse? The dicey feeling of going for quantum leaps, or the risk you accept when you decide to live with the status quo?...  Read story

Secret No. 5: Be Impatient

By Greg Winston |  Mar 12, 2008

Instead of holding back in a state of passive patience, act immediately -- as if your success is guaranteed! You may be filled with doubt at your ability ...  Read story

Secret No. 4: Try Something NEW!

By Greg Winston |  Mar 10, 2008

In the last secret, we talked about thinking different. With that new thought process in place, let's put it in into effect. So often, when our life level...  Read story

Secret No. 3: Uncommon Sense

By Greg Winston |  Mar 6, 2008

Common sense can be a curse that puts a ceiling on how far you reach or how high you fly. Give yourself permission to be outrageous in the way you think. ...  Read story

Secret No. 2: Work Smarter (Not Harder)

By Greg Winston |  Mar 2, 2008

Working hard is not smart. Eventually you will tire of working so hard. Sooner or later, you will reach a point where you can't try any harder. Running pa...  Read story

The Secrets of Sales

By Greg Winston |  Feb 27, 2008

Since starting this blog I have been asked several times whether there's a secret to selling. Yes, there is … the secret is that there is no one bi...  Read story

Don't Watch 60 Minutes

By Greg Winston |  Feb 12, 2008

From command performances on Oprah to best-selling books to coffee-room chatter at work, The Secret has taken America by storm. But how ...  Read story

Motivating a Sales Team in 2008

By Greg Winston |  Feb 4, 2008

Paul "Bear" Bryant said, "If anything goes bad, I did it. If anything goes good, we did it. If anything goes really good, then you did it. That's all it t...  Read story

How to Build Confidence

By Greg Winston |  Jan 29, 2008

As long as I've worked with, trained, and improved sales people, the number one focus for success has been their confidence. More important than any sales...  Read story

No More Cold Calls!

By Greg Winston |  Jan 23, 2008

We are now selling in difficult times. I believe that down markets mean sales life is shorter: shorter lines of customers, shorter time to get their atten...  Read story