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It’s an age-old question: “Do I have to believe in what I am selling to be a good salesperson? “ The answer is complicated. Read More

Don’t you love it when a prospect throws out the same old lame stall, “Can you just send me some information?” For years, we’ve been taught to respond with our own canned reply, “What kind of information would you like me to send you?” …ultimately knowing that we really don’t send any information at all.

You can use this stall tactic to your advantage... Read More

If social media touches all, you have to make sure you touch inside your company too. Marketing needs to share and partner with front line sales to fully leverage their initiatives, then give back to sales in the form of better leads and other benefits. Read More

Why do I suck at plumbing? Because I don't love it! Read this post to see how that simple principle matters to your success. Read More

How to use statistics to help drive sales or convince prospects how good your product or service is.

Statistics in sales are what can differentiate you from your competition. Read More

Many in sales use pipeline and forecast interchangeably. The reality is that not only are the two very different, but the way some pipelines are managed lead to continuously erroneous forecasts. Read More

Tough economy got you - and your sales - down? It doesn't have to be that way. Here are twelve, highly effective yet simple ways to blow the hinges off your sales this year. Read More

Salespeople get into trouble when they believe so strongly that they will win a particular deal that they don’t take the requisite steps to prepare for the unimaginable loss. The only way to prevent the loss of a deal from disrupting your sales plan is to plan for the loss of the deal in the first place. You should never count on winning any deal, regardless of what it looks like, regardless of w Read More

If you look at the Lijit search widget on the right side of my blog you’ll see that the most popular topic readers search for is… Cold Calling Scripts. I find it interesting because using scripts is one of those “BIG Debate” topics that sales people and their manager often argue about.

In my very first management role I wanted everyone to, “say it just like I say it …word-for-word and you’ll Read More