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It's odd to see the resistance to social media and business. Increasingly, that's where our customers are hanging out. Read More

For this week's Performance Management discussion, I'm shifting gears quite a bit.  It's a topic few sales people think about as an aspect of managing their Read More

The more you know about a project in the quote stage the better chance you'll win the bid. Win more bids when quoting sales for your small business. Read More

We all like getting paid, but what do you do when your customers never pay on time? Here are a few strategies to ensure that you keep your cash flowing. Read More

Earlier this week, I read a blog post called “Why Sales Scripts Are a Waste of Time” by Geoffrey James on the BNET blog. Like many of James’s posts, this one tosses aside all the hype about selling and offers common-sense advice. Let me quote . . .
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Wishful thinking and intent can look a lot like the same thing. They are similar in that they focus on a future goal or outcome. Something like, Winning the deal, Making the quota, Beating the competition. Read More

Why bother spending precious advertising dollars on in-store signage? The answer is easy: Your sales happen inside your store. Read More

The other day I was reading a very thoughtful piece, from someone I respect. It was about critical success factors in transforming the sales organization. At first, I thought, This guy is really on target. But as I got further, I had an uncomfortable feeling. By the end, I thought, This is interest Read More

How much does sales follow up failure cost your business every year? Thousands? Hundreds of thousands? Learn how to fix your sales follow up failure now. Read More