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Too busy to pursue an MBA, Steve McKee turned to business books to educate himself on branding, marketing, and advertising. Here are his top picks. Read More

Determination is an essential attribute of great salespeople, allowing them to succeed where others fail. It provides the salesperson with an immunity to the word “no.” Determination allows the professional salesperson to persist in their efforts to acquire new clients and to succeed in delivering the outcomes they have promised. Read More

Sales people need to change their approach from "all or none" to "I can can add to that". By working on being enhancing rather than changing, you can settle buyers concern by putting the focus back on the issue rather than the transaction. Read More

If you are still a salesperson in 2010, firstly congratulations - here are 5 recommended strategies you can employ towards getting on top of your target this year. Read More

The role of the professional salespeople continues to change, and it continues to require more critical thinking and creativity. In order to succeed in sales, professional salespeople need to be resourceful, and they need to bring their creativity, their imagination, and their ability to identify and manage resources to bear on their prospect and customer’s challenges and opportunities. Read More

Enthusiasm transfers emotion from the salesperson to the prospect, right? Enthusiasm is contagious, yes? Enthusiasm breeds more enthusiasm, correct? Enthusiasm sells, doesn't it? Or does it... Read More

Initiative is the ability to take action proactively. It means taking action before the action is required or necessary. Being a professional in sales requires many attributes, and Initiative is high on that list. It is a defining attribute of professionalism, and it creates opportunities that otherwise wouldn’t exist. Read More

Leads have much more value than most sales reps will acknowledge. They would rather move on to new leads than to the things needed to maximize the opportunity presented by good leads over time. Read More

Yesterday’s post on competitiveness in salespeople brought three comments, all of which require more than a response in the comments section under the original post. Ponder these thoughtful comments. Then act accordingly and fight like Hell. Read More