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As salespeople, we are driven to make sales. Most of us are paid based upon our ability to do so.

So I don't blame a salesperson who pursues the easy sale. Sales to low-hanging fruit are just as valid as the sales we made to customers who required a great deal of work on our part. But sometimes Read More

“Don't bother just to be better than your contemporaries or predecessors. Try to be better than yourself."
--William Faulkner

I agree! You can't make any excuse when you "lose" to yourself. Read More

As we enter December and the home stretch, it is a good time to see which of the things you commit ed to put into practice at the start of 2010 you were able to accomplish. On the one hand you still have a month, on the other an opportunity to learn and take something from the experience into 2011 Read More

You may believe that your calendar is for keeping track of the appointments that you have with other people, with your clients and your dream clients. Read More

Sometimes you want to be creative in sales, and you are right to be. But other times, you are using it as an excuse to avoid what is difficult. Read More

I read a lot. In my view, all business people must read a lot. I seek out the opinions of others a lot. In my view, all business people must seek out the opinions of others a lot. New facts and perspectives, combined with all the facts and perspectives already in our heads are the raw materials Read More

More often than not, what allowed another salesperson to win the opportunity was something that you did—or didn’t do—that caused you to beat yourself. Read More

Selling requires a balanced approach, much like dating you can't rush things and you certainly can't take thing for granted. As with any relations, you have to work with the buy long after the sale is made to make it really count. Read More

Decisions are made in different ways by different people in the same organization. Knowing how to navigate all the Decision Maker's Zone is key to B2B sales success. Read More