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I have been running through a lot of questions in my mind lately… but there is one question that keeps popping up, “Has sales become a role where only the elite survive?”

Chad Levitt from the New Sales Economy blog recently invited me for an interview on his site. He asked me some great questions and I decided to lay it all out there and share my perspective of what front line sales people ar Read More
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It was a college prank, but I'm sure at least one driver must have driven up to the sign, stopped, and turned around. This happened even though there was no road construction, no bridge out, and no tree on the road from a logging truck. Read More
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Grow your current sales by calling on past clients. See where you can add value and reduce the cost of sales. Read More
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Thoughts on when it is okay to fail and when it is not okay to fail. These meditations focus on the contests in sales, as well as the contests in life. Sometimes it is okay to fail, but never when it is a failure that could have been prevented by additional effort. Read More
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A slow and steady approach to sales and prospecting yields gr4eater results in sales and allows you to avoid the usual "ups and downs" of selling. Develop the discipline to maintain a key activities throughout the cycle instead. Read More
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Prospecting doesn't have to be a drag. Here are three things you can do to take the sting out of it. Read More
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Most sales people hate prospecting, but for all the wrong reasons. It is not the rejection as much as the lack of preparedness. Here we look at three key elements to succeed in prospecting. Read More
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The openness to ideas, especially ideas that you disagree with and that make you uncomfortable, is one of the foundations of mastery. Judge these different perspectives on their effectiveness in a single situation, knowing that there is no right and wrong. Read More
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In today’s Sales 2.0 environment, sales professionals, consultants, and small business owners are told that they need to create an online presence if they expect to achieve their sales goals and targets. However, too many people... Read More
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I don’t think Sales 2.0 is about sales at all. Think about how people on the web give everything away for FREE. That’s not selling! Sales 2.0 is all about marketing, branding, credibility, and positioning for the future.

So what does the future of sales look like? Let’s start by painting a picture of what’s happening with sales people today… Read More
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