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I was working with a group of sales people earlier this week. The big complaint was the number of prospects who were on vacation. Everyone is entitled to a vacation. In fact they should be required to take one. A break might have your prospect come back with a fresh outlook that could open the door for you!

That does not mean you can sit back and take time off. It means you need to focus on something productive… something that can long term results. I’ll share two ideas Read More

Are YOUR words so salesy that they throw off a smokescreen which prevents you from being seen as a high-integrity resource Read More

Are you looking for a competitive advantage? Google is an invaluable resource for B2B sales! Here are some of my favorite advanced techniques for finding your next prospect… fast Read More

Everyone has a pet word (or phrase) of habit that is probably not results-driven, and that may be costing you sales. I heard a salesman say “Trust me” to a prospect the other day seven times in four minutes.. Read More

There is an upside to sales as a science. You are in control! You can master the steps and skills needed to consistently succeed. You just have to be willing to.. Read More

From the World Cup to Monday morning quarterbacks, I wonder… “What can I take away to help me sell better? Read More

Crazy-busy prospects can’t handle complexity. They hate it when things are difficult to decode, decide or decifer. It grinds them to a screeching halt – which is the normal human reaction to being overwhelmed and stressed out.

Because of the chaotic business environments we work in, simplicity has recently emerged as a key factor in sales success Read More

Are you exhausted? …feeling like you have lost your passion? Here’s a list of 10 things you can do to climb out of the rut and get re-energized Read More

Are you seeing all these posts about how we are at the "halfway mark?"

The sales articles you are reading may be misleading. Read More

Your SPARKLE words should always include some kind of specific, value-perceived offer . . . something your prospective sales leads (individuals or organizations) can get in return for responding to your marketing message, along with a description of what step or steps need to be taken in order to “cash in” on the offer Read More