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Sales compensation is key to the success of any sales force, this interview is with Greg Blysniuk, a sales compensation expert provides some great views of do's and don'ts. Read More

The author describes the critical steps in building trust and credibility during a very short sales relationship - a relationship he dubs "the micro relationship". Read More

Nice little review of new "5 minutes with VITO" book - and info on how you can get a free copy. Read More

A great article by Lee Salz, and also information about the new Sales Bloggers Union free eBook about reducing risk. Read More

When calling on a prospect for the first time or two, there will be some awkwardness and push back. However, repeatedly calling a prospect that gives you the cold shoulder over and over is nothing but a fruitless pursuit. Read More

An interesting reflection of who really is driving the economy and sales. Read More

The recession is real and many sales organizations and individual salespeople are hurting. But I have a feeling this video might help get you out of your pity party. Read More

TActually, it goes beyond listening --- it's establishing a conversation or a dialog. It's about engaging the people we are with. It's about learning something new, realizing we might have to change our position. It's about challenging our own and other's ideas and positions. It's about having a healthy debate and maybe some conflict --- all Read More

For some strange reason, in the past few days, at least four different executives have called me to speak about changes they see with their customers markets and organizations. The conversations all began at different points, for differing reasons, but seemed to be converging on a central issue: The need for organizations, marketing, and sales to Read More