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Have you ever thought about developing a Return on Investment or ROI model to show your clients how much money they will save by using your product or service? Read More

In today's guest post Brian Jeffrey looks at how to become findable. If you want more prospects, move from cold calling to reverse prospecting. Being findable and getting people to remember to find you — reverse prospecting — is the way to go in today’s busy business world.

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Dealing with personal issues can take you out of your sales game and destroy your results. Here are few ideas about how minimize the effect of personal issues on your sales game. Read More

The other day I was meeting with a friend. He's VP of Sales for a reasonably sized company. When I walked into his office, he was clearly frustrated. I asked him what was wrong, he almost leapt at me, "Those guys in corporate want another update on the forecast!, it's the second time they've as Read More

References were a very strong part of his pitch. What he didn't know--because he had apparently not done his homework and because he never asked, was that most of his references had a very negative impact on me. He dropped names of people and organizations that I have little respect for. The more h Read More

We work hard to understand the dissatisfaction that is our dream client’s motivation for change. To be effective in sales, our understanding must go deeper. Read More

First off, its key for small businesses to understand that they are “price takers“, not “price makers”. At the end of the day, the consumers are the final decision makers with regards whether or not a product is worth purchasing at any given price. Businesses must make educated decisions based on a Read More

If you thought you knew it all about LinkedIn, think again. Here’s a webinar chock full of unpublished LinkedIn secrets. Find out what you’re missing. Read More

Companies pursue different strategies to create a competitive advantage. Each require something different of the sales force. Read More