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Rumours of death of the sales professional have been greatly exaggerated! There is no doubt that web 2.0 and social selling is changing the seller - buyer dynamics; but don't overlook the ability of the sales professional to evolve, and the need that smart buyers continue to have for that same sal Read More

The differences between B2B and B2C are much smaller than most would have you believe. Success in both comes down to understanding and delivering to the buyers' requirements. Read More

Leveraging events is key to success in sales, but runs the risk of rendering a sales person to being reactive. As a proactive sales professional, you need to look at how to make thing happen not just wait for them to. Read More

What if sales people or organizations, could hedge their forecasts with derivatives?  Would they be willing to risk the money or improve the quality of their forecasts and sales?  Read More

Thank you to everyone who voted, and congrats to all who were named to the Sales Sales Lead Management Association's 50 Most Influential People in Sales Lead Management in 2010. If you have it in you, there is one more would I would appreciate. Read More

Making a good prospecting call is a lot like a good movie trailer. It need to have drama, facts and emotion to make the target want to see you to learn more. Read More

Where some see closed doors, other see opportunities. Once you see a client who is in status quo mode, the key is to understand why, and how to leverage it. Read More

As we enter December and the home stretch, it is a good time to see which of the things you commit ed to put into practice at the start of 2010 you were able to accomplish. On the one hand you still have a month, on the other an opportunity to learn and take something from the experience into 2011 Read More

Here is an opportunity to support your favourite sales bloggers, thought leaders and providers. Take a moment and cast your vote in the Top Sales Awards. Read More

Decisions are made in different ways by different people in the same organization. Knowing how to navigate all the Decision Maker's Zone is key to B2B sales success. Read More