Mary Ann McLaughlin

There are several great quotes that, if adopted, create wildly successful salespeople.

It’s not hearing about leadership, or relating to the inspiring stories that create strong leaders. It boils down to 3 fundamentals.

When it comes to running a sales-focused organization, we suggest you think differently about the "middle." This is exactly where success is or is not achieved; the Mighty Middle. We say that if you want to really move the needle, focus most your attention on the middle. Middle Sales Performers, Middle Managers and Middle Customers. So, what does that look like?

Talent, Teamwork and Intelligence. That’s what is needed to win consistently in sports and in business. We’ll break it down.

Networking and Prospecting go hand in hand and there is a proven formula for success, including the fact that you already know everyone you need to know to be successful! Growing your business requires that you gain more of the right clients and continue to expand in the clients you have. If you want to be intentional about your success, you need to follow these five steps.

It is critical to become a "talent magnet" and create a steady pipeline of top people. Those organizations that endear themselves to the Millennials will endure.

Consider your role model(s); those that are the definition of "successful" in your mind. You may believe that they have natural abilities (and you don’t) and that is why they are successful. However, if you study their actions, interview them, read their biographies, or listen to a podcast about their habits, you will find that these successful people are all willing to do things that others simply do not do.

In the hundreds of companies that we have studied at Butler Street, along with the analysis from our research division, we have found some common themes in companies that struggle to win. If your company allows any of the following situations to happen, it may well be what’s preventing you from winning and will certainly be what will prevent you from winning in the future.

When I get asked by sales professionals all around the county how they can overcome the “Your Price is Too High” objection, my response is you must first understand that in their operating reality, your prospect is right. Your price is too high. For now.

One of the most critical plans in any organization and a very common question we receive is: "How should I craft a compensation plan for my salesforce?" The salesforce represents your brand in the marketplace, makes or breaks your revenue and margin expectations and serves to advance your company mission and vision.

It’s a shame that the Olympics are only held every two years, because there is a story and a lesson for us all.

My career has given me a unique 360° view of a sales person. Here is what I have found.

It is the starting line of the New Year and sets the pace for the next 12 months. As you race through 2016, if you are hitting or exceeding your revenue line, life is good! Your people experience more opportunities for advancement, you can invest more in technology to further accelerate results, you can afford to innovate more and your people are happy. On the other hand...

Being a sales leader is no small task. Being a great sales leader is a true accomplishment.

Let's not kid ourselves, we all clearly understand how the difference between a strong, valued relationship and a competitive relationship with our clients feels. However, what's often missing is the discipline to measure and monitor the quality of their relationships. Worse, there is no organizational strategy to take action in a way that continually advances the relationships.