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Despite the developments in technology and other sales tools, success usually comes down to how proactive you are in selling. All too many sales people use tools and silver bullets to mask their reactive approach; they just can’t mask their results. Read More

To sell effectively, you need to know some things. You have to be super smart. But you never have to prove you are the smartest guy in the room. Read More

A real life story about a young boys adventure in learning how to fish. The story is analogous to how many people learn how to sell. Read More

It’s painful to know that another salesperson beat you for the opportunity. Sometimes, however, it shouldn’t be painful to have lost at all. Read More

This week's guest looks at the benefits of saying no as a way to separate the buyers from the lookers. Saying no helps create an environment where buyers who are serious will make a case as to why they should buy, allowing you to capitalize on time and opportunities. Read More

We all know it’s a lot easier to sell something to someone who has bought from us before. Knowing this, I habitually make a personal contact with 5 past customers during the first month of every quarter. (By the way, that’s one terrific best practice. For me, the 20 per year is perfect. For you Read More

John Voris responds in depth to the hype concerning what many are calling, "The demise of professional selling". John goes on to outline the difference between information and knowledge. Read More

Serious decisions require a lot of information. They also require a lot more than information. Some things about buying haven’t changed, and aren’t likely to change. Read More

There is a great temptation as a new sales manager to believe that you help others succeed by having them do exactly what you believe allowed you to succeed. Read More