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Have had a bit of a busy spurt lately, contributing to other publications and blogs. Here are three recent pieces that have appeared beyond The Pipeline, in magazines and blogs worth visiting. Read More

In order to ensure a fast and solid Q1, you need to make sure that you are leveraging closable opportunities. One area often overlooked by many is re-engaging deals that ended in "no decision" in the last nine months. Read More

The Art of Marketing is coming to Toronto March 7, with a stellar line up of marketing and social media thought leaders. Don't miss your chance to attend this event, and here is a chance to win a free ticket, enter now. Read More

Sales can evoke so many passions, and can be executed in a passionate way. So why not look at what there is to love about your chosen profession. Read More

In today's guest post Brian Jeffrey looks at how to become findable. If you want more prospects, move from cold calling to reverse prospecting. Being findable and getting people to remember to find you — reverse prospecting — is the way to go in today’s busy business world.

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A dilemma many hiring managers face is what to hire for an involved sale, a product person, or someone that can sell but has little product knowledge. In the video I discuss which I feel is easier to train and makes for a faster pay off. Read More

Last week Toronto had a snow storm that was much more significant in the media, social and traditional, than in the real world. Getting caught up in the moment led to many getting caught up in the hype waiting for a storm that never really come. Read More

In today's guest post, Arthur Gould looks at the role of questions in increasing sales. Art outlines methods and attributes of key questions.
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Sales is a creative process that requires the sales professional to master the "science" in order to excel at the "art". You can only go so far by focusing strictly on the "art", true professionals continue to focus and improve the fundamentals, which then allows them to evolve the whole process a Read More

No matter how you sources your leads, there does come a moment where you need to convert your call from an interruption to a conversation. How you do that is at time more crucial than where the opportunity originated. Read More