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There are those who say the old school style of selling is dead, “The way we sell has changed.” Then there are those who remind us to “get back to basics.”

You could say that both view points are valid… but how do you know when the basics are still the basics, or...
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Surprisingly, sometimes saying no to your customers can actually help you to better serve them and increase the profitability of your business. Learn how to do it now. Read More

Still not sure about going for No in sales? Andrea Waltz and Richard Fenton encourage you to rethink your position! Read More

Before you can make an effective sales presentation, you need to know how your prospect makes decisions. How can you find out? Pay attention! Read More

How to prepare for a first sales call with a new client or prospect. First impressions are extremely important so make sure that you don’t ruin your change. Read More

There is talk of change, there is moving the deck chairs around, and then there is dramatic change. It is time for the latter in sales. Read More

So you've effectively waded through the prospecting and qualifying portions of the sales process, and you've got a hot one! How do you get them to "Yes"? Find out their NEADS! Read More

Many salespeople live in fear of the "hard sell." They don't want to be the guy that hammers prospects into the sale, that manipulates them to achieve an order, that puts the salesperson's needs over the prospect's. But hard selling still works. It's just a question of if you want to go there or not. Read More

I’m continually amazed at how many B2B sales folks are not yet making social media a serious part of their sales process. Half of those people are apprehensive about trying something new and the other half believe it will be a big waste of time.

My hope is that following these 10 simple principles will get you over both of these hurdles. Read More