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With changing and evolving markets and buyers, it is up to the seller to change and advance his game. Sales people need to add and change their technique or risk being outdated, even when their product is not. Read More

Sales managers want to “fix” or fire underperforming salespeople. Neither approach is the right first step to improving your team’s performance. Read More

Even though some event may be necessary to advance your deal, your dream client doesn’t want what most salespeople believe is a presentation. Read More

You must respect your competition, but that doesn’t mean you have to fear them. Your competition is human, and that means that, even though may have certain skills or advantages, they can be beaten. Read More

Selling is a lot like driving, you have to maintain flow while dealing with a host of expected and unexpected element. How you deal with these will determine of you arrive safely at your destination, a satisfied customer. Read More

Small-business owners often can gain an edge on larger competitors with cost-efficient and creative marketing strategies. Call it guerrilla marketing -- achieving conventional goals with unconventional methods.

The free social-media site Twitter has become one of the most popular weapons in the Read More

No matter how excited you are about it, no matter how much you believe—and you absolutely must believe—you don’t sell what you want to sell. Read More

Succeeding means knowing when you need to apply the science of sales, and knowing when you need to exercise the art. Read More

As a huge football fan who makes his living leading a sales organization, I am truly intrigued with the news today of the Patriots trading away Randy Moss. I follow the NFL, drive to work listening to Mike and Mike Read More

In sales, as in all things worth doing, finishing and follow through are key. Once you execute, you need to review, assess and make adjustments so you can continue to evolve with market and continue to be successful. Read More