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The eighth in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on the B2B sales reps knowledge of their own business vs. their knowledge of their customers business. Read More

Sales process and methodology often fail due to the focus on activities instead of outcomes. Sales still requires a skill set that includes resourcefulness and adaptability. Read More

I have posted this file to our Sociable! FaceBook page but have yet to post it for non-members in my podcast feed for iTunes until today. This is a free audio preview of Chapter 1 of "Sociable! How Social Media is Turning Sales and Marketing Upside-down." Read More

The seventh in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on selling outside vs. selling inside. Read More

For those who sell in consumers' homes, the in-home sales consultation is the catalyst to either sales greatness or failure. If you master the dynamics of selling in the home, you master... Read More

The Sales Bloggers Union is back with a fresh coat of paint and tons more opinions and attitude. Read More

Learning from other other small businesses can spark ideas and opportunities that we can use in the marketing of our brands. This is an interview of a small business owner who started just 3 years and Lisa shares how she has grown her small business. Read More

The sixth in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on the dichotomy of a desire to ear commissions vs. the desire to ensure the customer’s success. Read More

Today's podcast is on developing a prospecting discipline and why you need to plan it out and make it part of your sales and marketing strategy. Bullet points Read More

I started to title this series–Social Selling. But, how ridiculous is that? Selling has always been social. Selling has to be social. Failing to understand this principle is where most begin their trek to failure in sales.

Social selling is an assumption, not an innovative idea. Read More