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I had the great pleasure of interviewing Jill Konrath of Selling to Big Companies about her excellent new book SNAP Selling. Read More

More often than not, what allowed another salesperson to win the opportunity was something that you did—or didn’t do—that caused you to beat yourself. Read More

You need to improve results. Now. If you can only improve two things, and prospecting is number one, then make this the second Read More

As we head into the holiday shopping season, retailers are hoping that we are ready to spend some money. It looks promising: Last year online spending for Canadians surpassed $15 billion, most of it done using credit cards. A similar trend is happening around the world. Read More

Selling requires a balanced approach, much like dating you can't rush things and you certainly can't take thing for granted. As with any relations, you have to work with the buy long after the sale is made to make it really count. Read More

Last week, on November 19, 2010, Jonathan Farrington, Chairman of the JF Corporation, and proprietor of Top Sales World, created a list of the top 25 sales blogs. He was kind enough to include me on his list. Read More

By focusing on improving your prospecting, you provide yourself with the opportunity to develop the skills to go from target to close. Read More

Managing your pipeline should bring value to you selling, not distract you from it. The piece looks at a couple of things that may sidetrack you from your goal, and impact results. Read More

Sometimes you want to be creative in sales, and you are right to be. But other times, you are using it as an excuse to avoid what is difficult. Read More

Having looked at sales people leaving voice mail, the question comes up as to why many people do not return. Beyond really bad messages, why do some people choose to hide behind voice mail, rather than to use it as a productivity tool? Read More