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Today's guest post looks at the elements of success from the benefit of a different experience. John, demonstrates how even in the most extreme and challenging situations, trust and the willingness to meet the requirements of the customer rule. Read More

The Great Recession has played a major role in drooping sales for many small businesses, forcing many incorporations to consider dissolution or even bankruptcy. According to experts, however, the economy is on the rebound and, although some companies may still be in the hot seat, there are steps th Read More

I recently came across a blog post that recommended combining pipeline reviews and opportunity reviews. Even though I understand the tendency to combine these two types of reviews, it isn't really a good idea. Here's why. Read More

I talk to a lot of entrepreneurs and owners of small businesses. A topic that comes up frequently is, How do I afford a sales person? My knee jerk reaction is, How can you afford not to have someone accountable for generating revenue--sales? How canyou afford not to invest in sales Then I read lots Read More

You were born with the three-pound power plant of sales success that is your brain. It’s all yours; you just have to develop and use it. Read More

No, I'm not referring to the famous Chuck Norris film, I thinking about a challenge faced by many new managers. Here's what happens, you've been promoted into your first manager's role. You feel like you've been granted access to a special community. Somehow the status of "manager" bestows speci Read More

Talk about a guy who understands the art of the compelling sales conversation!

To me, the most interesting part of our conversation was exploring Kelley’s perspective on why “Ditch the pitch” and “Practice your presentation 6-7 times” are not conflicting bits of advice. Yes, repeatedly practice Read More

Sales people need to stop the end of month or quarter ritual and adopt a year round approach to success. A steady flow of input makes for a steady flow of output, delivering better results with no extra effort. Read More

There is an old saying: “be careful what you wish for.” Sometimes your wishes come true, and sometimes that dream client you have pursued and won turns out to be a nightmare client. Read More