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Partnering has been in vogue for the past few years. It seems as though every sales person wants to partner with their customers. Marketers talk about partnering, consultants want to be everyone's partner. Read More

'Feel the Fear and Do it Anyway', Susan Jeffer's classic book has given the world a catch phrase and some great advice. Is your fear of selling going to stop you? These suggestions should help you conquer your fear of selling. Read More

Did you know that 66% of all sales are influenced by word of mouth or referrals? Did you also know that only 18% of companies have a formalized referral program? Read More

Nothing happens until we start doing it. We won't get that meeting unless we pick up the phone. We won't understand what it takes to get that order until we ask. We won't get that order until we complete all the work of configuring a solution and completing the proposal. Our manager will not stop h Read More

Sometimes we believe that what we need to succeed is new leads, better leads, leads that would be easier to “get in.” You don’t need better leads. Read More

Did you know that 80% of all trade show sales leads are never followed up on. Did you also know that 80% of all leads are not ready to buy and that 80% of leads don't purchase until after the 5th contact. Read More

I've always admired the connection with the customer that my fashion industry clients have--it's something all of us can learn from. These clients are always trying to understand what's hot with their customers, what drives them, what are the great trends or fads they will buy. They focus intently Read More

The company set my quotas, but I had goals. Quotas and goals are not the same thing. My Goals exceeded the company’s expectations. The company’s vision was bottom line numbers, but I had a vision for my entire life and my sales goals were set to achieve that vision. Their quotas became irrelevant. Read More

Sales people need to set boundaries on how long they are willing to be kept waiting before moving on from a meeting. After a certain point the outcome is more than obvious. Read More