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1) Engage in an overabundance of either “me” centered comments and/or self promo. Instead, show a genuine interest in the other person. Get them talking about their favorite subject. Hint: It aint you and your company.

More . . . Read More

Stop ripping the rug out from under your prospects' enthusiasm! Why you should address their biggest objection at the very start of your sales pitch. Read More

The day was gray and wet in the city that seldom buys.  Not what I expected as the opening sentence in a book on Forecast Fatale. Techniques For Sales Read More

The business-to-business selling process is about executing the basics consistently. In fact, it’s not always the “best” company that wins a new customer, but the one delivering the best pitch. One basic approach, executed perfectly, can be successful time and again. With that in mind, here’s how t Read More

Statistics will help you sell your offering – here’s how to use statistics to gain a competitive advantage. Also, how to use statistics to create a compelling story. Read More

You sales force is an extension of your will. Whatever you are a sales leader, so will become your sales force. Read More

At the core of every great break up, is at least one person who feels the other person didn’t work hard enough. Or maybe the thought never crossed their mind because they were too busy being wowed by someone else who simply tried harder.

Today’s post is about never losing that “Lovin Feeling” wi Read More

Here are five of the unhealthiest, doom-spelling beliefs and five better beliefs with which you can replace them. Read More

A few weeks ago, I got a call from Howard Stephens, Chairman and CEO of HR Chally.  He wanted to talk to me about one of his passions, sales education in our Read More