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Once you have taken initiative, the goal is to sustain it and continue to engage the buyer. Without decisive action throughout the cycle you risk loosing momentum and the prospect's attention. Read More

In a crowded market, if you do not show initiative you won't stand out from the crowd and won't sell. You need to take concrete steps to take initiative and be innovative. Read More

Summer is over and every one is back work, which means the prospects are too. It also means they are busy, focused and looking to be bothered. Here is a book that will help you break past that, read it, use is and profit from it. Read More

Many sales people see labour Day as just the last long weekend of the summer. The ones who consistently deliver see it as an opportunity to celebrate the labour they put into winning. Read More

Part of what separates great sales people from the pack is their ability to be regimented in their actions across the cycle, not just in those activities they like. While this may present itself differently based on the person and what they sell, at the core are always discipline and accountabilit Read More

We all heard the expression "can't see the forest for the trees", in sales it sometimes translate to "can't deal with the message for the medium. Here is your chance to focus purely on the message, and win a contest in the process. Read More

There are some common characteristics that separate great sales people from the crowd. PRIDE is one and an acronym for specific attributes these sales people possess, over the next couple of weeks we will highlight all five, starting with Proactive today. Why is it that some sales people never move past being reactive, and take advantage of all the opportunities in being truly proactive Read More

Looking for some input on which smartphone to buy. Do I go with loyalty, or stretch and convert? Take a read and have your say Read More

In sales as in other aspects of life, it is not how big, but what you can do with it. Sellers need to focus on the impact of their solution for the buyer rather than how big or bad it may be Read More

While it is true that people buy from people, long term customers stay because of much more. One way to ensure you can establish closer links with your customers is to ensure at least four deep relationships between the two companies Read More