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The only cancer that is spreads by contact is negativity. Negativity is a communicable disease. Here are three ways you can protect yourself. Read More

If you despise your company while professing that other’s should love your company and select it above all others, your sales results will reflect your detestation. Read More

If you want your dream clients attention, especially at the C-level, the way to differentiate yourself is by asking bigger and better question. Read More

Managing the outcomes your clients need and solving their problems is part of selling, but to be effective you have to know where you are valuable. Once you have set things in motion, it is your job to get out of the weeds and get back to your primary role: selling. Read More

You must be able to live with your loss, should you lose, with no regrets, knowing you did everything in your power to win. There is no reason to leave the contest with any weapons unfired. Read More

It is easy to rationalize away losing to another competitor. But you were beaten by another salesperson. Accepting this is the key to improving. Read More

To get what you really need in sales, you have to be detached from the method you use to get it and you must be willing to persevere. Read More

It can be very useful to lower the commitment level early in the sales process, especially to get in. But you cannot get trapped in too small commitments later, when they will unravel your deal and cause you to fail for your dream client. Read More

When the right metrics are captured and used well, they are powerful. Here are six metrics that you aren’t tracking, but predict your performance. Read More

This month’s topic on Sales Bloggers Union is: “Do we sell based on the way we buy?” It’s an interesting question, but the more interesting question is to we treat the people we are selling to in the very same that we would want to be treated were we buying?

Would you, selling the way you sell n Read More