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Sometimes managers get caught up in talking about the numbers over and over and over again. Although it is mostly about the numbers, it is also important to know... Read More

Asking questions is a start, asking the right questins to fully engage the client is the goal. Don't be shy of asking the right questions if it does move the sales forward. Read More

Preempting objections is an important strategy that most successful sales people apply. Often we will have several obejctions that come up about our product, service or company on a regular basis. There are also things that lose deals that prospects will not tell us they are worried about. Your assignment today is to listen to the podcast and t Read More

This is part part 5 of the 19 Guerrilla Social Media Marketing Secrets inspired by Jay Levinson and adapted by Shane Gibson (me). Here's today's 3 Guerrilla Social Media Marketing Tips: 12. Dependent — “The guerrilla's job is not to compete but to cooperate with other businesses. Market them in return for them marketing you. Set up tie-ins Read More

Huh? Did I just hear my customer say that? WTF? Read More

Beware of these customer questions. They can throw you off course! Read More

How should we be training sales people in the new era of sales, Sales 2.0? What are the initiatives and topics we should focus on? That was the topic of discussion for Christian Maurer, the Ultimate Sales Executive Resource. Read More

I can't help but think of Matt Foley on Saturday Night Live. Read More

It take almost as much to explain why you lose a sales as to win one, so why not put it to winning? Read More

Have you ever wondered why a sales person can be a superstar at one company, only to fail miserably at another? That was the topic of this week's episode of the Sales Management 2.0 Podcast with special guest Lee B. Salz, President of Sales Architects. Read More