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Back in January, I realized I was wrong about proposals. I don’t do them anymore. I admonish clients and colleagues when they talk about writing one. A Recommendation Summary, while extremely similar, is profoundly different. And it’s much more than semantics. As an outsider, I humbly submit my proposal for possible consideration by the all-powerful decision maker to whom I must defer. As an insider, I offload the tough task of preparing a set of recommendations to address a pressing issue from the harried, overworked customer executive and am appreciated as a high-value team member Read More
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There are a lot of things that seem beyond explanation in this world, and would seem to be supernatural or paranormal. It goes without saying that this extends to sales as well, where many things sales people do can only be explained as being paranormal. Trevor Stevens takes a humours look at some Read More
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Sales Training-7 Sales Management Training Drills for Handling "I'm Interested, Ill get back to you"-Prospects lose interest in your pitch for many reasons. So before they do, use it to meet more and higher level people to generate shared interest. Prepare Yourself 1. Your ...7 Sales Management Training Drills for Handling "I'm Interested, Ill get back to you Read More
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Improvement begins with the willingness to take new actions and to adopt new and better behaviors. To know that what you are doing is wrong and to continue to do so is no better than not knowing Read More
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The other day I was having dinner with a close friend. He’s the President of a division of a company. Eventually, the conversation got around to social media (is it something about me?). He said, “Dave, I just don’t get it, you keep talking about social media and how important it is, but I just don’t get it, I don’t have time for it, my customers aren’t using it Read More
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WARNING: If you hold one of more of the following opinions, reading this post will be a waste of your time:

1) I can’t keep up with all my e-mail as it is, so I am NOT going to set up an RSS Reader that will only flood me with more stuff I don’t have time to read

2)Blogs, LinkedIn, Twitter and other social media tools are not useful B2B sales tools

3) I’d start a blog, but I can’t think of anything to write about Read More
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Trying to find an email address for a sales prospect? Here is how to use Google to find those hard to find prospects email addresses Read More
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Understanding how and why you lost an opportunity is the first step to making the improvements that will allow you win future opportunities. This short list of places your opportunity when it died will help you identify the steps to keep you from losing other Read More
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Google can be an extremely useful tool in sales. Here is a quick and easy way to use Google to find prospects. Read More
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Are you up to here with “just enough” and “almost there” activities? Daniel Waldschmidt shows you how to get ahead by mastering the art of the outrageous Read More
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