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Take a look at your business. Is your sales team caught up in the task side of the job versus the people side of the business? Are they so busy putting out fires they forget to fire up the customer to buy? Are your teams in meetings all day talking to each other instead of the most important person, the customer? Customers have lots of choices. Read More

It's the last day of April 2010, and I hereby proclaim today a Fearless Friday. What is Fearless Friday? Well, you'll have to decide for yourself, because that's part of being fearless today. But here's what Fearless Friday could mean:.. Read More

Wile E. Coyote was the poster-child for persistence and creativity in overcoming obstacles. What can his example teach you about business Read More

Clients often use your product or results of your service in ways that you or your company may not be aware of. Here is a way to capture these innovations and use them to help you grow your sales Read More

Getting hung up on is one of the most frustrating things sales people face. I’ll admit, it doesn’t hurt my feelings… unfortunately, it makes me angry! Over the years, I’ve learned to channel that frustration. Here are five techniques to use on prospects who hang up on you.. Read More

Sales people know that questions are the key to success, but they often fail to ask the hard the question that can really make he difference, both for the buyer and for them vs. their competitors. The sad part is that these limitations are self imposed, rather than forced on them by the market or the buyers Read More

If you are getting too many “no” answers, part of it may be your approach. If the prospect buys what you sell and isn’t disqualified for some other reason, then you have to go for yes. Going for yes means learning to create value on every call, learning to differentiate your offering, and learning not to accept the Test No Read More

Some sales ideas are detrimental to the health of your sales results. Other ideas are critical and deserve to be heard, debated, refined, and adopted. Here are five sales ideas that need to die and f Read More

Do your or your company have a value proposition? Value= Benefits - Costs. How to create a value proposition and why it is important to have one. Read More