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Sales is about creating positive outcomes for others. In order to create these positive outcomes for others, the salesperson has to have both the desire and the ability to do so. Caring is the desire to create these outcomes, and the force underlying the actions they take to ensure that the outcomes are achieved for their clients. Read More

An open and public discussion with David Brock on competitiveness in salespeople. This is the third of my postings on competitiveness and a response to David’s second post on the same topic. We disagree and we do so without being disagreeable. Read More

These are social media tips under 140 characters that I have posted on Twitter over the past week or so. For those of you who may have missed some, I have put them into an archived list here on my blog. Add your own tips and comments in the comments section if you would like. Here’s my 12 social media tips under 140 characters:

1. Stay curious and you will stay current.
2. Momentum is Read More

Feedback is vital for learning and improving, as much in business as in life.

As one very successful business author once said, “The major difference between the most successful and least successful executives is their level of self-awareness. Successful executives are critical of their own performance. Unsuccessful executives are critical of the performance of others.”

Many managers are Read More

Determination is an essential attribute of great salespeople, allowing them to succeed where others fail. It provides the salesperson with an immunity to the word “no.” Determination allows the professional salesperson to persist in their efforts to acquire new clients and to succeed in delivering the outcomes they have promised. Read More

Sales people need to change their approach from "all or none" to "I can can add to that". By working on being enhancing rather than changing, you can settle buyers concern by putting the focus back on the issue rather than the transaction. Read More

The role of the professional salespeople continues to change, and it continues to require more critical thinking and creativity. In order to succeed in sales, professional salespeople need to be resourceful, and they need to bring their creativity, their imagination, and their ability to identify and manage resources to bear on their prospect and customer’s challenges and opportunities. Read More

Enthusiasm transfers emotion from the salesperson to the prospect, right? Enthusiasm is contagious, yes? Enthusiasm breeds more enthusiasm, correct? Enthusiasm sells, doesn't it? Or does it... Read More

Initiative is the ability to take action proactively. It means taking action before the action is required or necessary. Being a professional in sales requires many attributes, and Initiative is high on that list. It is a defining attribute of professionalism, and it creates opportunities that otherwise wouldn’t exist. Read More

Leads have much more value than most sales reps will acknowledge. They would rather move on to new leads than to the things needed to maximize the opportunity presented by good leads over time. Read More