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While change is good, sales people need to understand that buyers are more interested in improvement, not just change for change sake. Sellers need to help buyers see and get excited about the results of the new solution, not just the fact that it is new and a change from the last. Read More

While there is a lot of things that sales people have to manage and juggle while executing a sales, making sure that their sales process is aligned with the buyer's buying process is key. Mismanaging this, leads to both longer sales cycles, lost sales and a lot of misspent energy and resources. Read More

My daughter and I went to Noodles and Company in Eagan, Minnesota, for dinner last week. We placed our order at the register, and as it became time for us to pay for our order, I realized I had left... Read More

In sales (and in business) there are commitments that we cannot keep, despite our best intentions and our best efforts. Being a professional requires that we renegotiate these commitments, regardless of how small may seem. Follow these five steps to renegotiate your commitments. Read More

No American can afford to treat salesmanship as a small matter. Why? Because the United States started out on a salesmanship basis for this reason: because only thirteen states were gained by war and all the others were gained by purchase and bargaining. Read More

The number one reason salespeople fail is that they aren’t really salespeople in the first place. The second reason salespeople fail is that, although they possess most of the attributes necessary to succeed in sales, they cannot temper the independence that comes with sales with the personal responsibility and self-discipline required to succeed. Read More

Since sales don't unfold in a straight line, sales people should not be surprised at getting "no" along the way. In fact they should be looking for way to get some "No's" to help the sale along. Read More

Do you want to use LinkedIn to generate more sales? I have a “guerilla sales” tip that I learned about a year ago. It has transformed my sales success! Read More

I've been asked by Charles H. Green of Trust Matters to host the April 2010 edition of The Carnival of Trust. As a sales trainer and management consultant, I believe trust is at the very core of productive sales relationships, whether those relationships are ongoing, long-term relationships (as in the relationship between an insurance agents and her accounts), or very short-term (as in the relati Read More

The primary reason that salespeople fail is that they are salespeople in name only. They fail because they never truly embrace sales. It is this failure to completely embrace sales that prevents them from taking the actions necessary to succeed in sales. Read More