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It is important to ask the right question in the right situation for maximum impact. You don't want to have a question to add risk to a sell, test them in advance. Read More

Questions are important but have to be tested to ensure maximum impact for specific situations. Read More

Some sales people believe that it is their gift of gab that makes them successful. Sure, the ability to pitch a prospect is effective when closing quick, transactional, non-complex deals, but as the as the level of complexity rises, it requires the sales person to take a more sophisticated approach. The top sales people ask killer sales questions! Read More

How to qualify prospects by measuring them to see if they would qualify as a prospect makes great business sense. Read More

The old saying says, "Sell the sizzle, not the steak." But sizzle won't move steak out the door. What will is the Read More

A good listening strategy needs to part of a complete questioning approach to sales. Read More

Economy got you down? Life kicking you in the teeth? Attitude is everything in sales and Dave Kahle's blog speaks on the need to CHOOSE to be happy. An interesting read. Read More

Sales presentations should be all about the client - not you. Read More

As some may already know, I was once upon a time social media sceptic. While I could see a distant value in using these tools, I remained unconvinced as to how an old fashioned sales gun like me - could generate real B2B sales using social media. If I was sceptical about social media in general, I was entirely sceptical about Twitter. It appear Read More