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By far, the most challenging part of the sales process is getting the ball rolling – generating enough initial interest to establish a legitimate opportunity and nail down a mutual follow-up plan. So how does Trade Show Radio stack up in that regard? Well, in two days last week my partner and I: Read More

Differentiating between activities is key to success in sales. My article dealing with the difference between Implementation and Execution, was selected as article of the month by Top 10 Sales Article.com. Read More

Sales is a numbers game--there is absolutely no doubt about that. Our numbers are well publicized throughout the organization, they are indelibly imprinted in our minds, (at least annually). We are driven to meet our goals--to make the numbers. Read More

50% of sales people failed to achieve their quotas last year.  We all faced tough markets, radically changing customer expectations, and new global Read More

Achieving trust in sales is key, and while it may take time to solidify, there is a lot that can be achieved early in the relation to facilitate it and create something you can build on. Read More

Listening and responding are the essence of conversation. Quietly sandwiched between the two is understanding, for if one does not understand what they are listening to, the response is empty and vain.

Knowing the definition of the pen does not impart understanding of how and why it is Read More

It is especially provocative to believe that you can call on people and companies that don’t already buy what you sell—but that you believe should buy what you sell. Read More

If you don’t care deeply that your customers are made better by what you sell them, then you aren’t going to be a great salesperson—even if you make money. Read More

My issue is, as a sales or marketing executive, do these calls make sense? Do we want to be spending our money, wasting our people's time,wasting our resources, or wasting our customers' time on programs that are so poorly structured? Can these really produce a return? Read More