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Clients are demanding. They want what they want. Sometimes it feels as if they expect everything to be perfect. They don’t. But they do have expectations. Read More

There is more than one way to skin a cat (as the saying goes). The same can be said about your blog, there is more than one way to make money blogging. In fact there might be hundreds of ways to make money from your blog without you even knowing all of them.

Great money making tips from your blo Read More

Most of the organizations I work with are very high performance organizations.  They have great products, great sales people, and provide solutions that can Read More

Do you find it hard to find sales leads? Want to know an easier way to get more sales with less effort? It involves some work on your part, but it takes about 6 X less effort (industry average). Read More

Price is not just an issue in new sales, but with existing accounts as well. A challenge many sales people face is selling a price increase in a soft market. Read More

VISION: In my opinion, everyone has a vision, no matter how limited it may seem, of what they perceive to be the good life.

GOAL: In my opinion, people buy goods and services because of the benefits (payoff) they believe they can/will receive as a result. Read More

The blogger appears to be suggesting that in no more than three years 50% of all purchases in all market sectors will fall within the category of Transactional Selling.

While I can agree that advances in technology (Internet, e-commerce, etc.) have impacted buying behaviors I question the extent Read More

You may not know it, but your sales manager knows when you are working and when you aren’t. And, she doesn’t need to look at your activity reports. Read More

Too often, it seems that sales people's questioning strategies are not really oriented about discovering the customer's needs, priorities, and requirements. Instead, they seem oriented to getting the customer to say a specific thing or respond in a specific manner. Once the sales person hears the d Read More