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Everybody talks about how important listening is in sales, but the real measure is how well one understands. Most sales people practice selective listening, which does not always lead to really "hearing" and understanding the buyer and they buyer's objectives. Read More

In sales (and in business) there are commitments that we cannot keep, despite our best intentions and our best efforts. Being a professional requires that we renegotiate these commitments, regardless of how small may seem. Follow these five steps to renegotiate your commitments. Read More

Woody Allen was attributed with the quote – “eighty percent of success is showing up” but I would add that in marketing it’s all about following up.

follow-upMost marketers get that at the most basic level – you send out a mailing, someone asks for more information, and you jump on the phone and try to sell them something. Read More

Here's an email I received the other day. It illustrates how not to sell via email (and is included here exactly as I received it):

MY NAME IS MARC BATKE I LIVE IN CALGARY ALBERTS CANADA.I WORK WITH ONE OF THE TOP INVESTMENT BANKERS IN THE COUNTRY HIS NAME IS KURT SOOST. WE ARE CREATING A #1 SALES PERSON NETWORK IN DIFFERENT Read More

It's a competitive world out there for sales professional, you need to make the most of every opportunity. So don't be soft or laid back, stand up, assert yourself, make your presence felt, and lead the sale, it's not a game for wimps.
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Salespeople represent their company’s brand as well as their own. They must behave and act in accordance with the values and meanings of those brands. Their ability to walk the walk makes and keeps clients. Acting inconsistently with those brand promises is a fast and certain way to lose clients. Read More

If your customer is your real friend you will want him to make money — and salespeople can’t make money unless the customers do. Read More

Think verbal communication is the only necessary skill in sales? Think again! Author Ralph Allora discusses the need for excellent written communication as well. Read More

My take on Ogilvy’s World’s Greatest Salesperson contest. It isn't a service to salespeople. It isn't good for Ogilvy. It could have been done better. Read More