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The importance of creating a "sales courtship" for today's buyer who, quite frankly, has way too many things on the brain and way too many choices!

Are you "courting" your prospects? Read More

Pop Quiz . . .

A prospect wants to check you out, anonymously, from afar. They enter your name in Google. What will they see or will they even see anything?

Please read on . . . Read More

Here are 7 ways you can train for little to no money as a team or individually.

The ideas are easy to implement and can make a big difference in honing your craft as a sales professional!

Read More

Should sales professionals be up front about additional fees right from the start or just quote the lowest possible price knowing that there will be additional charges?

Check out this post and see what one company pulled on me!

There are over 50 comments on this thread . . . so please take a Read More

Click on the “about us” button on zappos.com and you’ll find a link to their Code Of Business Conduct & Ethics

To me, there is just so much we can learn from this.

Let’s start by having you take a good look at the 10 items that comprise what has really become more than a “code of conduct” . . Read More

I had originally posted this a year ago but with my oldest graduating, a new business launch and a new sales training program launch, I suddenly find myself in a situation where my summer could easily get away from me.

I thought this might be a nice reminder for ALL of us today! Read More

So there you are minding your own business when an email lands squarely in your inbox!

It’s a potential client who would like a quote on your services.

Pop Quiz: If its simple enough, do you send them a quote or even a ball park number or do you at least attempt to bring this discussion to “r Read More

Many people either struggle with how to get a good discussion discussion going in the Linkedin groups or simply sit on the sidelines because they just aren't sure how this stuff works.

Here are 15 ways to help you create discussions with lots of active participants! Read More

Twitter is one of those social networking platforms that you love, you “don’t get” or you just sort of go through the motions!

No matter where you are on that whacky continuum, there are multiple benefits to be had on Twitter . . . so guess what?

Today We’re Going There!

In this week’s pod Read More

I was recently asked by one of my readers if I thought that our profession in sales has changed.

My answer is both a quick “No” and a resounding all caps “HELL YES!”

No in the sense that the idea of assessing and identifying needs, presenting solutions, gaining commitment etc have always been Read More