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The first time a “You won a $1,000,000” showed up in my mailbox, my sales and marketing mind was piqued. Opening this treasure revealed I had not won anything yet and might only win a car or digital clock with a shortwave radio that doesn’t work. The pitch unfolded to a litany of stuff Read More

Congratulations! All of your homework and follow up has paid off! You landed the first meeting with your prospect. Join us and learn how to not just stay inside, but move through your sales process with Gary S. Hart. Read More

The most widely accepted definition of a qualified sales opportunity is a decision maker with a budget to purchase a product or service. But are all sales opportunities equal? Are identical offerings to two different buyers equal in value to the sales rep? Read More

Cold calls, email blasts, webinars, etc. – all designed to attract interested buyers. We were looking for the proverbial nugget of gold – a prospect with pain and a budget.

But in this age of empowered buyers, where an executive can do his own research ad hoc – that strategy is growing Read More

Buyers would love to keep us sales professionals out of sight, tucked away behind our keyboards. Buyers have pushed sales out of the first 70% of the buying cycle because we allowed them to. We are viewed as the enemy, the opposing team. Even when the buyer wants or needs our products and services, Read More

Listening and responding are the essence of conversation. Quietly sandwiched between the two is understanding, for if one does not understand what they are listening to, the response is empty and vain.

Knowing the definition of the pen does not impart understanding of how and why it is Read More

This Easter brought back memories of walking behind our 3 year old daughter, pulling eggs out her Easter basket, and placing them out in front of her to be picked up again. That only worked only once. Everyone is tired of sales calls, sales presentations, and marketing using this failing strategy Read More

Anti-cat people, like I once was, are challenged by feline independence and the seemingly impossible task of training them. Training and herding top sales producers and cats are not very different, but both are doable.[...] Read More

“Rainmaking Conversations” is a colorful, personal, intelligent revival of great business conversations. The tone is set at the beginning with a quote from etiquette expert nonpareil Emily Post who agreeably they call in a later reference, someone who “could have been a sales consultant.”
“I Read More

The idea that selling has become very complex is an issue that has preyed on my grey matter for the last few years. Are we buried in a convolution of minutia? Has selling become more complex or is it just the environment? Join us for answers on how to simplify the process[...] Read More