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Sales is like the old story of the hare and the tortoise, it is not the fastest that wins.  Slow down, and focus on winning not getting there fast.
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Sales success is predicated less on how cool or dazzling a product is and way more on how much a customer feels the product (and the company selling it) can help them succeed. It’s all about the customer; their success generates your success.

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Why deal previews based on probability are much easier to stand and defend than statistical models based on old deals with different facts and factors.
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You may feel good packing choices in for your buyers, but it's killing your pipeline. Once you understand their objectives, present the best choice. Read More

Progressive companies now ensure that social selling is now an integral part of their sales process, tapping into the sales intelligence that the social networks provide to both buyer and seller. Never since John H Patterson created his sales training methodology for NCR, have sales people needed t Read More

This infographic from The Website Group takes an honest look at the diverse range of customers you may encounter - not everyone makes a great customer. Read More

It is not about changing the buyer's view of your product, but about getting them to change how they view their reality and their objectives. Read More

Prospect needs to mean something specific, definitions and acting on those definitions are one of the clear differences between good and great in sales. Read More

Everyone will experience having a bad day regardless how good you are in what you’re doing. Don’t let it ruin your day! Instead, learn from it and move on. Bad experiences along the way can be turned into a positive learning. Read More