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Improvement begins with the willingness to take new actions and to adopt new and better behaviors. To know that what you are doing is wrong and to continue to do so is no better than not knowing Read More

WARNING: If you hold one of more of the following opinions, reading this post will be a waste of your time:

1) I can’t keep up with all my e-mail as it is, so I am NOT going to set up an RSS Reader that will only flood me with more stuff I don’t have time to read

2)Blogs, LinkedIn, Twitter and other social media tools are not useful B2B sales tools

3) I’d start a blog, but I can’t think of anything to write about Read More

Someone or something always comes out on top. And as you might guess, it’s true for the financial analysis and justification a sales rep can prepare and present. Internal Rate of Return (or IRR) enables a rep to use a single number to demonstrate the compelling wisdom of investing in his or her recommendations. IRR is one big, bad differentiator Read More

Sales metrics lie; they don’t tell the whole picture. To make sales metrics more useful—and honest—add qualitative information, ignore single metrics, and measure outputs instead of inputs Read More

Are you looking for a competitive advantage? Google is an invaluable resource for B2B sales! Here are some of my favorite advanced techniques for finding your next prospect… fast Read More

Think about your important contacts. Think about how much time and attention you’d really like to be able to devote to each one. The pragmatic fact of the matter is you’re forced to ignore every one of them most of the time. Ouch!! Read More

Your opportunities have a relatively short shelf life. You have to focus your efforts on moving your deal from target to close before that shelf life expires. Pay attention to these three big ideas to keep on track Read More

Everyone has a pet word (or phrase) of habit that is probably not results-driven, and that may be costing you sales. I heard a salesman say “Trust me” to a prospect the other day seven times in four minutes.. Read More

Your funnel is your most powerful productivity tool is sales. Dave Brock looks at it's role and the need to keep it real and uncluttered Read More

Had a lunch meeting with a sales exec this past Friday, a prospective client. A colleague brought us together and it was the first time I’d had contact with the man. Ever leave a meeting and have this feeling that the other person was somehow different/unique/better in some way, but couldn’t quite put your finger on why? That’s the feeling I’ve had all weekend and it finally hit me why I felt that way Read More