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The new rules for sales success are the new ABC of Attunement, Buoyancy and Clarity. In this second post in the series I review Daniel Pink’s rules on Buoyancy. He breaks down his thoughts into: Positivity ratios, self-questioning negativity, measure rejection, negativity and realism. Read More

Why has making money, bringing home the bacon, become socially unacceptable in many circles? We who enjoy the life capitalist nations offer are dependent upon someone to sell the stuff we produce. From my side of the table, I expect the sales team to be treated like heroes and always shocked when s Read More

Too often, both we and our customers get so caught up in activities that we lose sight of what we are trying to achieve. A few weeks ago, I was participating Read More

Empathy and insight are the ultimate in engaging the hearts, minds, passions and energies of our customers---and our own organizations. Read More

In the "new normal" economy, more consumers are saving ... except for one specific demographic. Here are 4 ways to market to baby boomers, who are ready and willing to spend. Read More

When I devoured Daniel Pink’s new book, To Sell is Human, in February on vacation in Puerto Rico I tweeted that I was buying it for all my clients! Firstly because it was a great book, secondly it articulated the new rules of sales and finally it supported my playbook. Read More

Despite the tools available to sales professionals, there more and more demands on our time, these in turn impact our productivity. It is up to us to create time to be productive, whether it is to learn something new or a power hour, we need to create our window of productivity. Read More

There is no place to hide in the low- to no-growth economy of the last few years. Salespeople and sales organizations can neither ride an expansion wave nor hide behind recessionary data. Read More

We've all encountered sales robots. They cold call and read off scripts. Here's what not to do when it comes to selling your products or services. Read More