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A couple of weeks ago I wrote a piece, What We Miss About Sales Metrics. In some of the discussions around that piece and in a number of separate discussions I've seen around the different sales communities, I've been amazed at some of the zealotry around metrics. Read More

With all the advancements in sales, it seems many sale people are loosing site of their role, driving revenue. While no would advocate a return to hard selling, has the pendulum swung to far and caused sales to become soft, and as a result less effective? Read More

What makes great hunters in sales is the fact that they, more than anyone else, observe the law of the farm. Read More

The first 90 days in any job is critical to your success. What you accomplish in your first 90 days sets the pattern for you and the organization over a much longer period. Everyone knows this, unfortunately, too many squander the opportunity to have their greatest impact by acting too soon.

T Read More

After Qualifying, I believe the Discovery Phase of the sales process is the single most important part of the entire process. If executed well, it is where the customer lays out the road map for how the sales person can win the deal. Yet too often, sales people lose this opportunity, choosing to ra Read More

Chick Fil-A recently saw sales reach $3.2 billion; and they attribute the huge increase to the teachings of Jesus. What can we learn from the Scriptures? Read More

Persuade:

1. to move by argument, entreaty, or expostulation to a belief, position, or course of action
2. to plead with; urge

The notion that the fundamental job of a sales or marketing professional is to persuade prospects to take some “course of action,” as Merriam-Webster puts it, Read More

“Rainmaking Conversations” is a colorful, personal, intelligent revival of great business conversations. The tone is set at the beginning with a quote from etiquette expert nonpareil Emily Post who agreeably they call in a later reference, someone who “could have been a sales consultant.”
“I Read More

While you are sleeping, someone who is willing to outwork you is outselling you. The great game of sales is all about hustle. You have to close the hustle gap. Read More