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I’m often asked, “Who’s the best sales person you’ve ever known.” Recently, a colleague asked me this once again, he has some idea of compiling a list of these people. Read More

It is easy to say "you know how it is" in an 80/20 world, 80% will because they are trying to avoid the same things you are. Change your approach to change the results, you know what I mean? Read More

Believe it or not there is a common thread between these two things. This entertaining article explains what it is and why it's important to understand the parallel. Read More

See how you can spend your time more productively by generating more sales leads compared to cold calling. Read More

I took my car in to be serviced the other day. The dealership has done a fantastic job in designing a great customer experience.

I made my appointment online, it was easy to choose a time that was convenient for me. The day before they sent me a reminder and introduced me to “Dale,” my service Read More

It’s OK to put things off a day, or even till next Tuesday, but allocating prospecting to Someday, is not a long term plan. Read More

By now, at least if you’ve been reading the literature on selling, we know the importance of Insight, Commercial Teaching/Learning, or whatever you call it. The focus of these are to help the customer realize there are opportunities they may be missing. There are opportunities to grow, to improve Read More

Most business professionals who attend networking events have to deliver the obligatory 30 second commercial or ‘elevator pitch.’ For many, it’s a mundane delivery of your name, your business and what you do for your clients or customers.

But, it doesn’t have to be.
Read More

Understanding our customers’ behavioral styles is critical to our effectiveness in connecting with and communicating to them. There are a number of tools that help us understand the behavioral style of our customers (and colleagues). They go by the names of DISC, Meyers Briggs, and others. Read More