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While you may not need a straight line to connect the dots need to make a sales, they should connect. Trying to convince a buyer that just because you present two great 1’s, they will end up with a 3, is just sad selling. Read More

Day to day communication is very different from sales communication, if you don't adjust, you won't succeed. Take the time to compensate for realities of the sales situation. Read More

Everyone knows asking the right questions, and that active listening is a must, but many confuse selective listening with active listening. This not only limits opportunities, but discourages buyers from sharing and engaging. Read More

There is no denying that people buy from people, but keeping customers may take more. Clients stay with companies, rather than just following even the best rep. Read More

If the goal is to deliver against clients expectations, not just ours, then it is only right that any ROI, return or yield calculations be based on the buyers specifics and requirements not ours. So next time you measure Yield Per Call, use the right measures, otherwise you will miss yours. Read More

Nothing is as important as being an effective leader, and that starts with listening and engaging. If you want respect you have to start by giving it, if not, then what lesson are your reps taking to the field? Read More

As business professionals, we spend a lot of time mulling over the impact that our use of social media has on our companies. Social media came barging onto the sales scene a few years ago and has absolutely changed our everyday workings as businesses. If you don’t have a strong presence on social m Read More

If you want revenue, hire a revenue generating expert, not a product expert. While product knowledge is important, sales is more than about product, it is about driving value for both the customer and the company. That is a different skill than product. Read More

How many people have you had a relationship with that you would not buy a newspaper from? Is the same true for people you respect? Read More

If you don't like the role, why take the job? Many in sales go a long way to avoid selling or being called sales people, somewhat silly, as real buyers want to deal with sales people, not servants. Read More