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It’s barely September. You may not know where you’re going to be spending the holidays yet, but that doesn’t mean that you shouldn’t be thinking about them. In fact, in terms of your business, you really need to be focused right now on Christmas, Hanukkah, Kwanzaa and anything else your target mark Read More
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Too often, sales people define the sweet spot as, these customers buy the types of products we sell. At a high level this may be valid, but there may be a whole number of factors that make the sale very difficult, high risk, or unprofitable. They may be someone's good customer (maybe even a competi Read More
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Not all revenue is good revenue! Yes, sometimes we choose to book marginal business, but each time that needs to be something that is carefully reviewed. We have to focus on developing good business, getting good revenue. Good revenue is business we can acquire, support, and grow profitably. Good r Read More
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But then there is the downtime. Those few minutes waiting to see the customer. All that time traveling to and from the customer, all the spaces between those activities we have on our agendas. Upon reflection, it piles up. There are huge chunks of our day that are downtime, opportunities to do some Read More
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When it comes to your helping your business grow, it all boils down to who you know. To increase sales you’ll need to increase referrals. Here’s how to accomplish that goal.
Read More
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Politicians use talking points. So do pundits, PR types, and...salespeople. Here are some talking points about talking points.

> Talking points help provide Read More
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“The Social Sales Revolution: 7 Steps to Get Ahead,” a free new white paper* from SalesForce.com, offers some excellent pointers on how to use social media to identify prospects and sell more. I’d urge you to spend some time with this report. Here’s a quick summary. Read More
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Would you like to simplify and improve new business acquisition? Not only is it possible, but it’s relatively simple to do. In case you missed it, the tagline for this website is Selling Ain’t Rocket Science. Mike Weinberg’s book “New Sales Simplified” is easy for me to stump because... Read More
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Activity doesn't lead to success. Focused activity focused in the right areas leads to success. But first, you nave to define success. Read More
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I know this might seem crazy but somewhere, somehow someone ins't going to return your call.

I know . . .How can that be?

A sales person who doesn't get some of their calls returned.

UNTHINKABLE :)

In this podcast, we discuss several things that you can immediately apply and I also supp Read More
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Share your small business tips with the community!








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