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Q2 2010 is over. Now it’s time to begin working on building a great Q3 2010. Follow this thirteen-week plan to build your sales skills and attributes, and win your dream clients Read More

Being an effective, professional salesperson is more challenging now than ever. There are no easy answers, and success means focusing on continually improving and sharpening your skills and attributes Read More

To succeed in sales, you need to do your best work for your dream clients, the clients for who you can produce breath-taking, mind-altering results. When you settle for prospects, you often end up with nightmare clients instead of dream clients Read More

Being honest with your dream client is not always without a price. Sometimes it can cost you your deal, and sometimes when you need it most. If you would be great, then you must be honest at any price, even the price of your deal Read More

To advance from commitment to commitment in moving your deal forward, you have to create the value on every sales call that will earn you the right to your next sales call Read More

Being a person of influence requires that you are first credible. Your credibility depends on your ability to prove you have the experience and business acumen to make a difference, to tell the truth when it is uncomfortable to do so, to say that you don’t know the answer to questions but will find out, and to not paint an incredible picture Read More

Selling isn’t easy. Selling the value you create is difficult because selling is difficult. Ultimately, whether or not you sell price is greatly impacted by what you as a salesperson do to create value for your dream clients Read More

Your best, most interesting, and most profitable dream clients are already taken. Work on these dream clients anyway, and avoid prospects that easier to penetrate but where no value can be created and none captured Read More

While you are sleeping, there are changes occurring that will impact your future and your success as a salesperson. Can you afford to sleep Read More

Selling successfully requires the confidence of believing in your ability to create value for your dream clients. But it doesn’t mean you should disrespect your competition by underestimating them. If you would beat them, show them the respect that they deserve Read More