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Over the years, I have hosted numerous in-home parties for direct sales consultants, as well as I’ve been to my fair share of parties. Even though I’ve never been a direct sales consultant myself, through my experiences directly and indirectly I have learned a lot about the direct sales industry. Read More

Large or small, trust and relationships count for a great deal in all sales. In fact, it’s the whole game. Read More

So the key differentiator becomes sales---it becomes the people and processes we put in front of our customers everyday—whether their our own field sales organization, whether it’s our eCommerce site, our telesales, or our channel partners. It becomes the whole process and experience they have in b Read More

This Easter brought back memories of walking behind our 3 year old daughter, pulling eggs out her Easter basket, and placing them out in front of her to be picked up again. That only worked only once. Everyone is tired of sales calls, sales presentations, and marketing using this failing strategy Read More

Sales leaders and sales managers can mistake the authority of their position on the organizational chart for a higher level--and more effective authority. Read More

What's keeping you up at night? It's a classic question many sales people use to start identifying their customers' needs and priorities. In reality, however, it's a terrible starting point. It may mean, you haven't done your homwork in preparing for the call, particularly with senior executives. Read More

A recent post on one of Harvard Business Review’s blogs offers some unexpected news about sales training. Authors Matthew Dixon and Brent Adamson report that managers who coach their weakest salespeople usually don’t get much of a return on their investment. Surprisingly, managers who coach their m Read More

Most sales people hate voice mail, and most will not leave a message for a number of not so valid reasons: Mistake. While there is no silver bullet to dealing with voice mail, there are specific steps you can take to increase returned calls, and build value over time. Just check out the video! Read More

Companies spend $100's of millions every year in training sales people about their products and solutions. As sales people, we are proud of our knowledge--naturally eager to demonstrate it to customers. Likewise, people in our company who may support us--developing sales and marketing materials, re Read More