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Ask any sales manager about the need for continuous sales training and you instantly get agreement that it is important. So why isn’t there more of it going on? The fact is, most money spent on sales training is wasted. Typically, it annoys most reps, bores many and is totally forgotten within 30 days Read More

An open mindset helps you to work effectively in an international environment where cross-cultural miscommunication and blunders can pop up unexpectedly Read More

This sign has been on the bookshelf of every office I’ve ever had. In those years before I earned a private office, it sat next to my telephone. (A few of you out there will recognize its heritage… Read More

Some will celebrate the start of Q3, some will celebrate the end of of the first half of 2010. Those in the know, celebrate Canada Day! Enjoy, eh! Read More

Being honest with your dream client is not always without a price. Sometimes it can cost you your deal, and sometimes when you need it most. If you would be great, then you must be honest at any price, even the price of your deal Read More

Here are three tips for advancing the sale and establishing a solid next step. If any one of these is missing or if you soften one in any way, you’re increasing your chances of stalling the deal… so be strong with all three Read More

I read a true story about a pessimistic railroad engineer who was let out of work early along with his coworkers. In the process of shutting down, he accidentally locked himself in a refrigerator car. Knowing his coworkers were leaving for the day and realizing the dangers of being trapped in freezing temperatures all night, the engineer began to panic! He yelled for help and banged on the door, but no one could hear him. Eventually, the engineer accepted his fate and “froze” to death. The next morning when the police examined the scene, they noticed something peculiar.. Read More

To advance from commitment to commitment in moving your deal forward, you have to create the value on every sales call that will earn you the right to your next sales call Read More

A client of ours who provides engineering and integration services recently established an alliance with a hardware/component distributor. It’s a great match, dramatically extending the value each company can provide to its customers. The challenge to our client is educating their new partner’s 1,500 sales reps Read More

Five tips for successful international search marketing to connect with your international clients. Read More