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Getting referred down is not the worst thing, depending what you make of it. Here are 3 musts to improve results and increase sales. Read More

The Scarlett Syndrome is spreading in business and unless you know the signs, you could be a victim of this problem. We share a few tips on how to cure this business problem and sell more today and be better prepared for the future. Read More

If you walk into a room of hard core sales hunters and say, “It's all about relationships,” your audience would likely cringe. Not necessarily because they don't like the idea, but because they can't relate to the concept. On the other hand, if you were to make the same statement in a room filled with account managers and business owners, you'd li Read More

I have been saving my weekly Twitter updates on Social Media and posting them on my blog as a weekly digest. This has become a bit of a social media meme for me. It's also there for those people that don't want to scroll through all my Twitter updates to get to my Social Media Tips. Here's my 20 Social Media Tips Under 140 Characters (Part 3): Read More

Tools are great and should be used by all in sales, but as a complement to skills and effort, not as a replacement. Read More

You know that your old clients and contacts are your best sources of new business and referrals. You've even got a pretty good “little black book” of names — people who already know, like and trust you. People who could be good sources of referrals or even new work with their companies. But there's a problem. You're hesitating. You haven' Read More

Last week in our podcast we discussed “Integrating Social Media Into Your Sales and Marketing Process.” Today I would like to talk about what a social media roll-out plan could look like for your company or department. If you're a lone ranger, don't worry, this will work for you too. Based upon sections from our book Sociable! here's a 13 point Read More

With thanks to the late Elisabeth Kübler-Ross, I now present my "Five Stages of Grief During New Sales Script Role-Outs." Read More

At times the difference between winning and not is how badly you want the deal. Read More

It is easy to hide behind small differences, but it is more productive to make small changes to you sales approach. Read More