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Closing the sale is about taking “the next natural step” in the process. Of course, sales people want that next step to happen as quickly as possible. So… why do we do things that slow down our sales cycle? Here are a few examples Read More

Results-driven words make a difference between being in sales and selling. “Breaking a leg” and “Bringing down the house” mean wholly different things when applied to a stage performer or a demolition team.

The secret to generating online sales and sales leads has less to do with fancy website graphics and fat advertising budgets than it does with the words you use, and the ways you deliver them Read More

I’ll never forget that coffee mug. It was the second year of my sales career, and I had finally submitted a proposal that got me invited to “present and defend” in front the powers that be in the executive conference room of one of my key customers. It sat in the middle of the table. Papa frog, mama frog and baby frog, smiling happily under that goofy slogan Read More

Lots of salespeople are challenged by having to make cold calls. But there are some principles that, if taken to heart and adopted into your practice, can make cold calling a lot more effective Read More

I prefer to spend my time writing about sales, marketing, and management for this blog. It's ground zero for my professional interests.

But today I need to write about blogging. To be specific, I want to write about one blogger who apparently continues to steal others' material in a most brazen manner Read More

Have you ever made a mistake when marketing your products or services? Most of us have and if you have not made a mistake yet, you probably will at some stage. The key point about the mistakes made in marketing is what you learn from them, understand where you went wrong, what were the reasons and not repeat the errors. Here are a few ways to avoid making marketing mistakes Read More

Business people are similar the way they go through their business day. Some will speed in, make a lot of noise, some will “arrive” and leave a lingering impression well after they have gone. So you could wonder which has the longer lasting impression Read More

Sales is a metaphor for a number of things in life, sports, art, sex, you name it. But in the end when you look at sales as an art form, executed by an artist, you can't help but think that sales is itself a metaphor Read More

Part of a salesperson's job is to explain things. You might need to explain how a particular feature of your product works, or why the customer's shipment of the product has been delayed, or why your return policy is what it is.

But some salespeople can be notoriously poor at explaining things well.

A good "explainer" add Read More

Change efforts come with their own pain. When the pain of the change effort outweighs the pain your dream client is experiencing, they are likely to keep the pain they know Read More