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As I re-read the title of this post, it somehow seems a little odd to be reminding sales people that sales is about people. We are in a people to people business, our job is to connect with people effectively. Read More

Do you want to know what 94% of the population hasn’t done in the last year that you can do to put yourself ahead of your competition? It’s something that you can do in your downtime. Read More

How many times have you opened your door or answered your phone to a salesperson eager to make their sale? It wouldn't surprise me if many of you said 'loads' but have a negative story to tell. Read More

A few weeks ago, I returned from a long trip. I wasn’t feeling terrific, but chalked it up to jet lag and exhaustion. After a few days, things started getting worse. I was feeling very bad, pains in places I didn’t think I should be having pains. I was in agony, so I started searching the web. Read More

Did you know that that 70% of people haven’t done this in the last 5 years and 58% of the population hasn’t done this since high school – which will put you miles ahead of your competitors – Want to know what “It” is? Read More

Recently, I participated in a “discussion,” with a group of people I deeply respect. All of them were heavy hitters and well respected in their disciplines, I was almost embarrassed to be part of such a distinguished group. The topic was a discussion about a particular aspect of sales performance Read More

how to craft and tell your sales story. show prospects that it is not about you; it is all about them. lead with pains removed and problems solved Read More

The other day, I wrote about how even the best of us are seduced into pitching–perhaps when something else might be more appropriate. At the same time, the pitch–or presentation of your solution is important. Too often, however, we don’t have the impact we should in our presentations. It’s odd–t Read More

And if you have personal passion that’s great, but business success, not personal success is about generating revenue. Period. Hard to hear, I bet, but Feisty Ann needed to say it.

So it’s 4Q FY2010, (that’s business lingo) what will you change to be a passionate revenue generator in your busine Read More