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Have you ever looked at your funnel, or that of one of your people (if you are a manager)--on the surface, it looks healthy.  You have the right number of Read More

I've maintained the value the sales team brings to the customer is the most under-appreciated, yet most differentiated and sustainable aspects of a value proposition. Sales people don't get it, consequently don't get their customers to appreciate and buy it. Read More

When starting a small business, entrepreneurs should brush aside any prejudices, and hit the phones. Effective cold calling can set businesses apart from competitors. Read More

Here is Part 5 of a 5 part interview with Steve Schiffman the author of the 25 Toughest Sales Objections and How To Overcome them. Read More

Closing is never the real problem. The managers are reacting to a sales person's inability to win deals and get business, but it's never really about closing. Deals really aren't won or lost based on our slick closing skills or great technique, they are won and lost much earlier. Read More

Here is Part 4 of a 5 part interview with Steve Schiffman the author of the 25 Toughest Sales Objections and How To Overcome them. Read More

I'm your independent insurance agent. I have access to 30 insurance carriers, each with their own taste for risk. I know where these carries succeed and I know where they fail. I don't have an allegiance to any one carrier, my allegiance is to YOU. My client... Read More

Yesterday I had the most interesting conversation with one of my customers that I coach. She told me that she formerly had the notion that selling was about learning the absolute perfect words, a kind of script, to go through a sales presentation and that this inevitably would lead to a sale. So if Read More

Selling by the numbers is a sure way to deliver sales results for your business. Providing real numbers will promote confidence from your clients. Read More