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I apologize in advance for the self-centered nature of today's post. You see, this is my 400th post on the Selling to Consumers Blog. Read More

Forget about H1N1. Here's the real affliction making the rounds in the sales profession Read More

Every year, orthodontic practices spend major funds on marketing campaigns and referral programs to ensure phones will ring enough to grow the clinic's practice financially. While marketing is important, and making the phones ring is certainly important, what's also important is the ability of the orthodontic consultant to be able to convert pro Read More

On which group should the sales representative focus his or her efforts? Read More

Don't hate your customers for it. Love them. But like parents of devious children sneaking handfuls of cookies into their beds at night, listen carefully for their footsteps outside your bedroom door. And then look for crumbs in the morning. Read More

Part of managing a sales team is inspiring it to reach new heights of performance, just as an athletic coach might do. The similarities between coaching a sports team and managing a sales team are remarkable. Read More

Hospitals are noisy places. Some patients, like me, are light sleepers. Put noisy places and light sleepers together and you have a potential disaster. I would have paid just about anything out of my own pocket by the morning after my first night's stay if someone would have guaranteed me Read More

When customers succeed at prematurely ending the sales interaction, the result is no sales. To change the results, increase your Read More

This is primarily a sales training issue, but once trained, it becomes a sales management and coaching issue. Read More

I'm tired of making lemonade when life gives me lemons. Reality: making lemonade with lemons is so passé. Geez, the world is full of lemonade-makers who had been given lemons. Read More