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There has been such a great discussion going on at my last post on this topic.  If you've missed it, you should look at it, The World's Greatest Salesperson.  Read More

Successful salespeople are selective about where and with whom they spend their time. They are out looking for “real” buyers — customers and prospects who have both money and the ability to buy. Every minute you spend with an unqualified prospect is time not spent with a qualified one. To that end, Read More

We all know that customers are changing the way they buy.  It’s driving profound change in the way sales and marketing need to engage customers.  Read More

Do you want to see a way to use statistics to drive people towards events you put on? One great tactic that works that you can use immediately. Read More

My colleagues have been talking about OgilvyOne's contest to find the world's greatest salesperson.  I was curious about it, went to the website to read the Read More

One on one or group consultations are a part of some peoples sales process. Here’s how to use stats to help book meetings Read More

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