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Innovation is a hot topic these days.  I've been thinking about it a lot, particularly in selling.  There's a lot going on in selling.  Sales 2.0 generates a Read More

This year’s lessons are next year’s improvements—if you think deeply and take massive action on what you learned and discerned over the past year. Read More

Regardless of what level in a sales group you fall into, cold calling is a cloud hovering over your head. If you’re the VP of Sales, you’re getting these calls several times a week. If you are the Account Manager then you have a set number of calls to make or a list of companies you should hunt Read More

With the year almost over, it is time to look back and consider the highlights and lowlights of 2010. It was an interesting year. Read More

What makes what you need seem impossible are constraints; obstacles that make what you need difficult to achieve. Read this and rethink your plan. Read More

From a sales point of view, it's easy to understand that Value Is A Mystery, after all the only side of value that we know is what we can do, our products, services, capabilities, reputation, and so forth. But until we know how our customer define value, it's a mystery to us. Sure we can approximat Read More

Using a Sales Assessment Tool, Sales Assessment Test or Sales Assessment Testing to Grow Your Sales

1. Use a Sales Test to Help Avoid Common Hiring Mistakes:

A sales hiring mistake can cost an employer up to 0,000 or more. Many employers are deluged with sales resumes, but have no way of know Read More

Your competitors are going to talk about the results they produce. That makes execution a tough differentiator to sell; unless you can prove it. Read More

I’ve written about this in the past, I’m a strong advocate of social networking and the tools. But declaring the future of selling to be social can be likened to declaring decades ago, “The Future Of Selling—It’s Automotive,” or “The Future Of Selling – It’s The Telephone,” or “The Future Of Sellin Read More