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For the most part there’s a significantly negative impact. When a good leader leaves, of course it hurts. But… the positive impact of a good leader’s inspiration and mentoring lasts for long time; maybe even for an entire career. When a bad leader leaves there’s also a negative impact. Bad breath t Read More

Sales is not just down to a sales person or team, there are other elements to success. In this guest post, David outlines 10 things you can do to improve sales using your website. Read More

With fewer resources sales leaders need to become more strategic in how they grow their business. Many have chosen to move in a more business and customer focused direction. The challenge is how to do it. Read More

Order-taker is a derogatory term used to describe a person who has a sales title and job description but does no actual selling. Here are five telltale signs. Read More

Who cares if the salesperson is an order-taker or a hunter? Isn’t the objective to bring in orders? The answer and more on the danger of dead elephants. Read More

When given the choice, trade an unreturned phone message (or a rejection of your request for an appointment) for your reputation and your professionalism. Read More

Sales people should view time as investment capital, then look for the best ways to invest. Better choices lead to better returns, i.e., quota attainment. Read More

How many times have you heard "our sales people years of experience"; well even when they do, they still need tune ups and refreshing regularly. Dave discusses the needs and the means. Read More

It isn’t the prospecting method that no longer works. The game has changed, but it doesn't have anything to do with the prospecting method. Read More