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Mutual exclusivity means that I can have either A, or I can have B, but I cannot have both A and B. The myth of mutual exclusivity in prospecting goes like this: “If I use inbound marketing methods, then I can’t use cold calling methods.” The problem with believing that any method is mutually exclusive is that it believes one choice is always the right choice. Read More

Do you give up easily, or do you pursue projects to completion? The answer to that question has a direct bearing on your level of success. Read More

Leadership traits are always sought after in management and executive positions, but it's less common, and unfortunate, that all companies don't require leadership qualities in new hires within the sales discipline. One way salespeople can sell more is by acting as a leader. Leaders have the ability not only to Read More

Sales leaders are always looking for ways to improve results. It begins with getting everyone focused on the right things. Here are 8 tips that will help you improve team productivity. Read More

At time it is the things that we fail to do as sales people that prevent success, rather than how well we do execute those things we do. Planning is one success factor that many sales people do not do, or don't do enough of when they do. Read More

Less in not more. But more is not always more either. In sales, we too often believe that simply increasing activity is enough to generate increased sales. More often than not, it requires an increase in effectiveness. The key is treating activity problems and effectiveness problems differently. Read More

Two posts over the last two days have generated some interesting comments and feedback. The first was a post titled Quantify Yourself. This post explained that sales is not a numbers game and suggested that you quantify your own personal sales metrics as way to understanding what you might need to improve to improve your sales results. Read More

Sales has changed radically over the past decades. We are less ignorant about what it takes to succeed and how to create value for our clients. Many of the mistakes we now make are mistakes of ineptitude. We don’t take actions we know are necessary. Read More

What does it take to make it through the dark winter months to get to our spring harvest of sales? A commitment to the sales process and the ability to detach emotionally from specific results. Jerry Kennedy writes his premier post as a full-fledged member of the SalesBloggers. Read More