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Not everyone can bring an unconventional view to sales, but for those who can think differently, see things differently, not only are there more rewards, but more fun executing the sale. Read More

Sales people need to embrace the power of 'nothing', instead of jumping to answer everything, they need to consider if 'nothing' would be a better alternative! Read More

Prospects can smell desperation 10 miles away, and it causes them to run the other way. So how can you avoid despeartion in your sales process? Simple: ask yourself "Why?" Read More

What is the biggest challenge you are currently facing when you are cold calling and prospecting over the phone? Starting RIGHT NOW, I'm running a contest to help YOU improve your cold calling strategies and tactics! Read More

When customers succeed at prematurely ending the sales interaction, the result is no sales. To change the results, increase your Read More

Is sales training something a VP of Sales should deliver personally, be part of his strategic outlook to be delivered by another resource (either internal or external)? Read More

What kind of recovery should we expect now from the Great Recession? This is a key business question of interest to business leaders everywhere. What do you think? To find out what one group of senior business leaders and consultants thought as of September 22, 2009, read this article. Read More

Feeling stalled out and overwhelmed by all the little tasks that need to be done but that you hate doing? Too many distractions disguised as work killing your motivation? There's a simple answer for the entrepreneur: learn to delegate! Read More

This is primarily a sales training issue, but once trained, it becomes a sales management and coaching issue. Read More

No matter what the conditions, a company can't shrink it's way to success, nor can a seller succeed with a shrinking pipeline. Read More