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Perhaps that's the issue. Perhaps we should stop talking about compliance. Perhaps we should focus on the value these tools bring to sales professionals, training them so they understand the value. Working with them so the tools become as indispensable as Outlook, Word, PowerPoint, or Excel. Read More

What Your Local Supermarket Knows About Upselling That You Don't Did you ever notice all those small trinkets that are showcased next to the cash register at your local supermarket? Chewing gums,... Read More

Learn 6 techniques that can improve your sales pitch. Find out how to deliver a sales presentation that sells and get your prospects to buy from you. Read More

Customers want ideas, insight. They want to know how to improve their businesses, how to address new opportunities. They want their sales people to help them see new things, to engage them in conversations about new processes, procedures. Read More

Learn how to develop a powerful sales story to engage your prospects, make them want to know more about your offering and move them deeper into the sales process. Read More

It's vital to close deals in business, however the closing process can be made a whole lot easier by qualifying your client early and well to ensure the closing process is the last thing to be thought about. There is too much emphasis in the sales process on the closing sale, remember qualification Read More

Asking the qualifying questions needs to overlook the importance of closing a sale. The generic sales process promotes the close but avoid it at all costs. Read More

Twitter is one of those social networking platforms that you love, you “don’t get” or you just sort of go through the motions!

No matter where you are on that whacky continuum, there are multiple benefits to be had on Twitter . . . so guess what?

Today We’re Going There!

In this week’s pod Read More

I was recently asked by one of my readers if I thought that our profession in sales has changed.

My answer is both a quick “No” and a resounding all caps “HELL YES!”

No in the sense that the idea of assessing and identifying needs, presenting solutions, gaining commitment etc have always been Read More