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Change for change sake! Unfortunately, too often when a new person moves into a management role, that's what happens. Whether needed, whether it is the right set of changes, new managers tend to change things. They seem to want to put their own "stamp" on the organization. We see this at all le Read More

Understanding how our customer will make a buying decision is critical to our success in selling. It's common sense, it's trained into us as entry level sales people, but in my experience, sales people really don't understand it. Read More

Are people around you rolling their eyes when you give a sales presentation? Do you even know if this happens? If not, you could be oblivious and that could be costing you money. Read More

The market may provide the opportunity for growth, but there are constraints that must be overcome in order to achieve that growth. Read More

I can't imagine being a high performing sales or business professional without leveraging technology. There are many powerful solutions being positioned under some sort of 2.0 label--Sales 2.o, Enterprise 2.0, Web2.0, etc. They provide very powerful solutions to help us discover new things, extend Read More

Google is a great way to find sales leads. Here is a presentation that shows you how to find and attract qualified sales leads through Google. Read More

The internet has advanced prospecting, but there still remains the moment where you have to reach out and engage, “The Last Inch”. That moment still comes down to skill and direct interaction between buyer and seller. Read More

If you aren’t prospecting, there is a reason. Maybe you’re lazy, but I doubt it. Call reluctance kills. Get to the root of what’s causing your call reluctance. Read More

We all know the profession of sales is going through massive changes. In the past few weeks, I've written about Sales Professional 3.0 and Sales At An Inflection Point. Both articles talk about the changes in professional selling (driven by our customers) and the new requirements for success. I've Read More