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“Should sales reps be paid more than CEOs, business owners and executives? My friend, Kenneth Manesse Sr. asked this question in response to Inc.’s article... Read More

You want to close that sale. The customer wants you to throw something in to seal the deal. You have authority to do so. “Sure,” you say, “Do we have a deal?” you ask. “Hold on. Not so fast.” And the sale drags on. Listen to this oldie I was reminded of as you read. Read More

My friend The Irreverent Sales Girl (ISG), whose identity remains stealthily behind her mask, inspired me last night with the first line from her post, “You today have 31 days to meet your first quarter goal.”

My keyboard must have been possessed, because the next think I saw was my co Read More

If you’ve ever had any fears during a sale or about your sales ability, you’re not alone. There were times in my early days of selling when I wondered if I chose the wrong career. Mentors and writers like Bob Terson taught me how to overcome my fears and become a top performer. How do [...] Read More

Would you like to simplify and improve new business acquisition? Not only is it possible, but it’s relatively simple to do. In case you missed it, the tagline for this website is Selling Ain’t Rocket Science. Mike Weinberg’s book “New Sales Simplified” is easy for me to stump because... Read More

There are two approaches to business failures. Toyota blaming accelerator problems on driver incompetence is one way, and all too common. This is the worst method.

Ford recently discovered fuel lines causing fires in their 2013 Escapes with 1.6 liter engines as they came off the assem Read More

Early in my career, I suffered under the delusion that my job was to sell everyone. I tried relentlessly to turn around purchasing agents who sat salespeople in uncomfortable chairs until the sales rep begged for mercy and caved into brutal demands. I tolerated executives who treated... Read More

Is your investment of time in new media giving you a valuable return? This is the question that has come up in Google+ circles and Facebook groups over the last few weeks. Time passes at the speed of light on social networks. A few shared articles, comments, and “Poof!” A few hours are gone! Read More

Getting out of our comfort zones and meeting new people can be stressful and awkward. Liz, recently asked for help with opening lines at business events. Why are we so uncomfortable about being ourselves? I don;t have the answer to that question, but I do have a couple of tips in this short post... Read More

Are your sales and marketing messages achieving the results you desire? Are you having a difficult time making quality new business contacts? The words you choose can turn a prospective client off before you get out of the gate. Read More