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Most sales people hate prospecting, but for all the wrong reasons. It is not the rejection as much as the lack of preparedness. Here we look at three key elements to succeed in prospecting. Read More

The openness to ideas, especially ideas that you disagree with and that make you uncomfortable, is one of the foundations of mastery. Judge these different perspectives on their effectiveness in a single situation, knowing that there is no right and wrong. Read More

Here at Kaleidico, we work with social media quite a bit. Not only do we help our clients understand it, embrace it, and succeed with it, but we also use it widely ourselves. So you can imagine our excitement as we sat with about 600 other people in the online live event that Google conducted to announce Buzz, their next iteration of social media networking. Read More

The art of closing sales is not the process of persuading people to make decisions, but the art of making decisions with which people agree. Read More

Salespeople don’t sell product or services; they sell outcomes. Successful salespeople manage these outcomes for their clients and their companies, ensuring that they achieve the results and the outcome that they sold. Read More

I don’t think Sales 2.0 is about sales at all. Think about how people on the web give everything away for FREE. That’s not selling! Sales 2.0 is all about marketing, branding, credibility, and positioning for the future.

So what does the future of sales look like? Let’s start by painting a picture of what’s happening with sales people today… Read More

Steven and Tammy wanted to have a new patio built in their back yard. They had looked at patio stone and brick products for several years, and finally decided this was the summer they were going to look into getting it done professionally. With Steven’s new health problems now in the picture, doing the project themselves was out of the question. If they were going to do it, they were going to hav Read More

Great salespeople have the ability to lead. They have the ability to generate results through the efforts of others on their teams, as well as their client’s teams. Read More

Everyone knows listening is the key to sales, but knowing how and what to listen for is not always easy. To be effective, you have to listen for more than just what you see fitting your goals. Read More

Salespeople sell change. They sell a future result, a better outcome. But creating the vision of a better future outcome is only where the sale begins. Successful salespeople know that that change needs their time, their attention, and their resourcefulness as a salesperson—and as a businessperson—to be achieved. They lead and manage the change that they sell. Read More