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Many sales people spend too much time trying to "qualify" an opportunity rather than quantifying it, both for the client and themselves. This theme seems to have resonated with with readers over at Salesopedia.com, a leading site for sales news and advice, as it was the second most read article on the site in 2009. Have a read, enjoy. Read More

If we don't exercise, our bodies deteriorate. Muscles atrophy without constant use. If we don't use our brain power, our brain power goes away. If we don't maintain our automobiles and our homes, they begin to decay. Read More

Is the customer always right, or is it more important that the right decision is made. The difference between a good sales person and a great one is the ability to work with the customer to arrive at the right decision, which may not have been his initial concept. But having been presented the facts and options by a great sales rep, focused on delivering value rather than making the buyer feel Read More

Explaining to a client that they’re wrong is never easy. It could blow up in your face and damage what was a good relationship. But everyone is wrong sometimes, and clients are no different. Sometimes you just know that what a client is requesting is wrong and that you have to find a way to tell them. But how? Read More

I received a lot of feedback on my post encouraging you not to buy lead management software. That may sound a bit peculiar from a guy that earns his living selling lead management software. However, as I said, numbers don’t lie.

Chris Johnson, one of my favorite freelancers and sales cold callers, and I got into a chat about this. Read More

With an affiliate program, you pay someone a share of the sale when they sell your product. The internet has opened up opportunities for any small business to have a global workforce without the cost of hiring employees. There are people out there just waiting to sell your products for you. Read More

...for those who are confused with the situation, or who have totally missed the drama and avoided the ‘Twitter-less syndrome.” Read More

There are many amazing products for business are very inexpensive or often completely free. Here are my top 5 business tools of 2009..... Read More

Reducing risk might not matter if you sell underwear at the mall, but if you sell a kitchen full of appliances at retail, it could matter. If you're investing in a college fund for your toddler or adding a room onto your home, it most certainly matters. Read More

Often the difference in succeeding in sales is not the lack of intent or ability, but the lack of a clear plan with specific step by step plan. Trish Bertuzzi of The Bridge Group, Inc., present 8 specific ways sales executives can get an 8% uptick in productivity. Read More