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Most of us have had an idea that we believe will turn into a viable business. The trick is to make sure that it is actually that - viable - before investing considerable time and money into it. Read More

Think American Idol is just for kids? Think again! Here are three important business lessons you should have learned while watching American Idol. Read More

When should you call a prospect you haven’t talked to before? What can you use to open up the conversation? Find out more in this post. Read More

I have often been an advocate of increasing incentive pay and lowing base pay for salespeople in the B2C space. But increasing the portion of income that can be derived from commission won't work for all types of sellers. Read More

Competitiveness has come to been seen as a negative characteristic. It isn’t. Sales is a zero sum game. The best salespeople have a competitive nature that allows them to believe that they can win and motivates them to take actions in line with those beliefs. Read More

Contrary to some opinions, closed ended questions have value in sales. As with any question, it's more an issue of proper use, at the proper time, for a specific objective. Read More

Sales projections are among the most common challenges for sales people and their managers. Why? What causes these forecasts to be so far off the mark?

Here is a list of 3 steps I take to ensure my projections are accurate… Read More

Your success in sales also depends upon your ability to change, to grow, to evolve, and to adapt. This constant growth and changing is what allows you to continually create value for your company and it’s clients. The game of sales has changed. To succeed in sales now you need more than sales acumen. Read More

It continues to amaze me that so many salespeople shuffle into most of their sales calls with very little, if any, prior planning. There's a better way, and it's more effective. Read More