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It’s not your fault. You didn’t do anything to cause it. The waters were poisoned way before you got here. Other morons messed it up for us and we get to live with the consequences. Prospects (buyers) have an automatic, Read More

Time management. Given a long enough timeline, anything is possible. The problem for sales managers is a lack of power over the time in which to produce the results. Read More

Too often, as sales people, I think we focus too much on where the customer is now, what are their current problems, what are their needs, how do we present something that gets them to buy now. We struggle at selling--the project may not be a priority, funds aren't allocated, we get close, but no s Read More

Some sales people spend to much time rationalizing the outcome and not enough effort in contributing to it. At times the difference between good and great is the lack excuses. Read More

Problems don’t age well. It’s your job to keep the train on the tracks, and ignoring the problems isn’t a good long-term plan for succeeding wildly in sales. Read More

Twice over the past week, I have been involved in some interesting conversations revolving on engaging customers in talking about their business problems and Read More

The question as to the ethics of cold calling is fascinating.I believe you have an ethical obligation to make cold calls in the pursuit of your dream client. Read More

Why Didn't You Buy From Me? This six and a half word sentence is probably the most difficult, but one of the most important questions a sales person can ever ask. It's a question we tend to avoid asking because it is an admission of failure -- tough for any of us. However, not asking it is a bigger Read More

If you have good organization skills, and you can work efficiently, there are plenty of people who need your services. Customers who need organizing help often start with closets and storage spaces, since it is a convenient place to store odds and ends... Read More