Blog – Wallace’s Words of Wisdom

It’s the end of the year. As a business or sales leader, hopefully you’re going to hit your 2017 sales goals. However, if you aren't, before you disrupt your organization with one of four standard moves when sales aren’t going as planned, take a breath. First, the...

Our business book, “Brilliant Breakthroughs for the Small Business Owner” was released on November 8, 2017. While I know I wasn’t sure exactly what to expect, I can assure you that getting to #1 in both our key categories only 12 hours after release was totally...

As the story goes, on April 2, 1513, Spanish explorer Juan Ponce de Leon and his crew become the first recorded Europeans to set eyes on Florida. Supposedly they were actually looking for the Fountain of Youth. The waters of this fountain were supposed to be able to...

We love to criticize weathermen and women for the inaccuracies of their forecast. But we always tune into the weather on TV to see if we need a jacket tomorrow or we check our iPhone or Android weather app to see if we’ll get wet on the bike ride we want to take in a...

The prevailing philosophy in sales is that you must call high. Get to the highest level person in the organization you can. While on the surface this makes sense, think about it from the point of view of your customer. Let’s say your company specializes in IT...

Some of you are old enough to remember when selling was pretty easy. I know I do. I remember one job I had where the reps would wait, fingers poised over their phone (cell phones were still "car phones" and hard wired to your car battery) for the announcement to come...

In his best selling book “Selling to Zebras”, Jeff Koser puts forth the idea that sales organizations must become more discerning in the customers and opportunities they pursue. I couldn’t agree more. His research, supported by organizations like Accenture, CSO...