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Crazy-busy prospects can’t handle complexity. They hate it when things are difficult to decode, decide or decifer. It grinds them to a screeching halt – which is the normal human reaction to being overwhelmed and stressed out.

Because of the chaotic business environments we work in, simplicity has recently emerged as a key factor in sales success Read More

Working your big deal dream clients through your sales funnel requires that your capacity as a salesperson grow to match the size of your deal. You have to stretch and grow to fit the big deals through Read More

Is it possible for a huge database of contacts or thousands of friends or followers to actually reduce your sales output? Yes!

This isn’t another rant on quality over quantity in lead generation. Or a diatribe on how critical lead management is to sales. It’s an important sales discussion about focus, discipline, and misplaced hope Read More

Who am I to argue with General Dwight D. Eisenhower? He made the comment in this post’s title regarding the Normandy invasion. He was reflecting upon how little the actual battle resembled the D-Day plan; a plan that resulted from a truly stupendous effort on the part of the Allies Read More

What’s in it for the customer? From day one of a sales career, the necessity of thinking in that context is crystal clear. Everybody knows it. Everybody believes it. It’s intuitively obvious!!! BUT …sometimes the obvious is not so easy to execute Read More

Silence can have just as great an impact on moving the sales forward as saying something (anything). Sales professional need to get more comfortable with it's powers and here is why Read More

Are you exhausted? …feeling like you have lost your passion? Here’s a list of 10 things you can do to climb out of the rut and get re-energized Read More

The profession of sales is at a crossroads. The Charlatans battle to convince sales professionals that they can succeed without cold calling and without the skill sets that have always enabled success. The Voices from the past continue their struggle against the shortcuts that only build the sales of the Charlatans who sell their snake oil Read More

I was having a casual chat with a friend this weekend who happens to be a very successful commission salesperson in the business-to-consumer space. I'm not sure how we got on the subject, but she told me that, as a consumer, she avoids dealing with commission salespeople.

When I asked her what she meant, she said she avoids buying from commissioned salespeople because "they don't care about me, they only have their own interests in mind." She went o Read More

Don't use perfecting something as an excuse for not doing it. Execution is more important than perfection, by doing you learn and improve, by perfecting you waste opportunity Read More