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A sales person’s job is to sell–nothing surprising.  More and more, however, it seems that things conspire against us, diverting us from engaging our customers.  There’s some market research that puts the time available for selling at around 42%, but more and more, that figure seems optimistic.  Read More

Using traditional sales techniques can cause the lack of buyer trust. Buyer-focused sales training can help you understand the buying process and sell more. Read More

Conventional wisdom tells us that salespeople should go for the big sale, the record breaker, the home run. And conventional wisdom is usually correct.

But once in a while, going for the "big sale" isn't the best Read More

Preparing an elevator speech can help you concisely explain what your business does. Don't get caught mumbling and stumbling over your explanation! Use these tips to craft your own. Read More

Scarcity is one of the most compelling marketing strategies available. Learn how to use this tactic effectively. Read More

What is the secret to effective sales coaching? Brent Adamson, senior director of the SEC, suggests it's targeting the right audience. Read More

Lots and lots of people are engaging in political discussions and even debates on the social networking platforms . . .

Here are a few reasons why that might not be such a good idea!

Please weigh in with your thoughts! Read More

As a small business owner in B-to-B you may find yourself struggling during price negotiations. It’s sometimes not easy to get an order especially when you deal with the purchasing department

So, here are some useful tips to negotiate successfully. Read More

In my post, Focus On Your Sweet Spot, I spoke of the importance of developing a rich profile of your ideal customer and focusing viciously on qualifying opportunities within the sweet spot. It's a fundamental to sales success. Too often, we have a poorly defined sweet spot or none at all. Read More