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Pride isn’t only missing in popular culture. In business—and in sales—pride has also disappeared. Pride still matters. It matters a great deal, and in sales, too. Read More

Some new tools and new ideas can revolutionize your sales efforts. However, much of what you need to do to succeed in sales is simple, routine maintenance. Read More

Quality and result of sales training will become a tangible differentiator for organizations looking to attract the right talent. But reps also need to invest in themselves to qualify for choice sales positions. Read More

Here’s the scenario: The company is a B2B distributor of printing equipment and supplies. It was founded by a team of three people with a financial backer 14 years ago. In 2010, their 52 sales reps brought in just over $60 million in revenue. Annual sales growth has settled in right around 18%. Read More

When you haven’t created the ability to tie your price to the value you create, you guarantee that price is the what your dream client uses to make their decision. Read More

The sales manager on your company’s organization chart isn’t your real sales manager. You are the person who is ultimately responsible for producing your results. Read More

You pay in advance for your dream client. If you want to win your dream clients tomorrow, you pay for them with what you do today. Read More

Something that I attended last year and found really great is coming again to Toronto - the Art of Marketing Conference. I think you should go if you live or work in Ontario and you are a business owner, CEO, or someone in a sales & marketing or business development position. So mark off your cale Read More

Two things that many sales people struggle with are, negotiations and e-mail. This week's guest post is by Jeanette Nyden, who gives us five tips on how to on how to use e-mail to be more effective at negotiating.
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Your competitors are worthy of your respect. Mostly. Some of them are worthy of more than your respect; some are worth emulating. Read More