To improve sales performance, remember to switch your hat... and only wear one at a time! Let's talk about the difference between educating and presenting. There is no doubt you are aware of the products, or capabilities, you have to sell. Most of your clients are aware of your "heritage" products, but when it comes to some of the more complex products you are capable of delivering, your clients and prospects need to be educated about what they are and—more importantly—how they can use the products to achieve their business goals.
I heap a lot of praise on my kids. I point out when they do something I haven’t asked them to do, and I make a big deal about it. When they are extra helpful, I heap it on even more. Sometimes I wonder if they hear me because they may or may not even say thanks. And I’m okay with that. 
Is it okay if I use the word "crappy" here? Good.
I know, I know, everyone has an opinion about Pete Carroll, the coach of the Seattle Seahawks, winners of the 2014 Super Bowl. Since I live in the great state of Washington—I'm a fan. 
