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Have you ever tried to sell to Mr Know-it-all?
You know the guy. You meet him for the first time and he’s done a ton of research. He thinks he knows what his problem is and what he needs to fix it. He’s looked up you and your competitors and and thinks he knows all your relative strengths and Read More

Sales organizations with a “no soliciting” sign should take the sign down. The message it sends to your sales force isn’t worth it. Read More

Your calls are unanswered, voicemails unreturned. No response on email either. You need the information to move forward. What's next? Read More

If you want to improve your ability to compete and win, you'll study how your competitor views you. You'll write their case against you. Read More

Sometimes your dream client has needs and places orders before you finish the sales process. You can and you should take the order. But finish the sales process. Read More

I've been getting some interesting responses from my post, When Will Sales People Stop This Insanely Stupid Behavior? A number of folks have correctly pointed out, if these techniques didn't work, why do people continue to do them? Read More

Metrics not only help in improving specific sales skills, but in measuring the actual time an activity requires. Too often sales people over allocate time to activities they don't like. Read More

Too many people leave their life’s direction and meaning to others. You are the CEO of your life. It’s a lot of responsibility (one with a short tenure, too). Read More

Many sales managers serve the business before the sales force. By serving the company first, they neglect the one asset they have to produce results: the sales force. Read More

We waste too much time trying to fast forward to solutions. The real action in the sales process--and the buying process, for that matter--is in the diagnosis. Read More