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There is a difference between a check close and a real and meaningful dialogue. The difference is your intentions. Read More

As I hung up, I wondered, why would anyone ever plan a call this way? The probability of the same outcome as his call on me is probably 99.99%. But, based on his tone and wording, he was doing what he had been trained to do, and what his script said. Read More

I am a relationships guy. Having friends is a wonderful thing, and today, with their help, I have you surrounded. Read More

I’ve been a little rash when it comes to my thoughts on why cold calling is the bottom of the barrel. When I was in sales, I was measured by the number of calls I made in a day and if I didn’t hit the “magical” number of calls my professionalism was called into question. Read More

Too often, the concept of a value proposition is focused on an event or static moment. It may be that compelling statement we make to a prospect to get that first meeting. It may be those set of bullets on everyones' web sites--usually headed by: Our Value Proposition--those generic phrases, that e Read More

In this week's guest post by Dan Waldschmidt, Dan looks at why and how we've become a generation of retarded under-performing sales semi-professionals. But don't let the title full you, Dan delivers some fresh insights worth taking on. Read More

We are sometimes guilty of believing that because we have generated results for other clients with a solution, that it is right for our next dream client. Read More

The reality is, the cost of an open position or a bad hire is much more than the hiring, recruiting, training, and onboarding expenses can result in millions of dollars in lost opportunities.

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It’s very easy to forget sometimes, that the folks who support our sales efforts have a whole lot of knowledge and skill. This episode of the Sales Thinker Radio Show explores a few of the things they have to offer. Read More