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The Sales Bloggers Union is back with a fresh coat of paint and tons more opinions and attitude. Read More

You don't have to wait till March to know how you Q1 will look from a revenue and quota standpoint. What you do today will determine what happens at the end of you sales cycle. Read More

One way to change the 80/20 trap is to take steps to change yourself. Many sales people neglect their obligation to ensure that they are continuing to develop and evolve their sales skills and knowledge. Read More

You need to shed the deadwood to drive forward, fire the bottom 10% of your account base. The bandwidth you recapture will allow you to refocus on gaining customers that are like the small minority that currently drive your revenue. Go ahead, fire some, it's alright. Read More

The most important component in improving on the 80/20 rule is the front line sales manager. While yesterday we looked at the concept of changing the status quo in many sales situations, today we look at the role of the sales manager and their ability to truly lead, manage and coach. Read More

Many sales organizations and managers seem to accept the status quo the 80/20 rule brings. While it is very much prevalent, it can be overcome, but for many it is somehow easier to live with it than challenge it. Read More

There is a lot of debate about cold calling, who, when, if, why. But at the end, I don't see how you can be in B2B sales and be successful without cold calling. Tony Johnston poses some good questions, but at the end, it is part of the trade no matter who is involved. Have your say. Read More

BY adopting the WOW approach to sales negotiations you achieve the best results for your company, your customers, and yourself. Read More

Pick your colour. Read More

First impressions go a long way in sales, casual is casual, and B2B sales is not casual. Command the respect you deserve by looking the part of a pro. Read More