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Sales professionals should emulate great doctors. We need to understand the customer's real problems, needs, goals, before we prescribe solutions. Diagnosing before solving improves the value we bring to customers. Read More

The time for the harvest has come, in sales now is the time to push forward and close the year strong. Read More

Would other professions report the way they learned their jobs was through trial and error? Read More

Over 23,000 people in 16 European countries do. Every year (since 2001), Reader's Digest readers of different countries and languages would vote for their most trusted brands. The brands are grouped into 20 product categories that are commonly used by consumers of the surveyed countries. Read More

Complacency is a known problem and must be clearly recognized as a causal factor in killing sales and business success. It can kill entire organizations. Complacency makes people fear the unknown, mistrust the untried, and abhor the new; especially the new. In the face of complacency, Business Owners and employees resist change. Read More

Formal employee performance reviews are important for all employees, even commission-paid sales representatives. But can a salesperson really exceed expectations? Read More

Business is like farming. You don't plant seeds on Monday and harvest on Tuesday. You plant the seeds. You fertilize and water them. You pick out the weeds. Then once the harvest is in, you work fast and hard to pick the crop before it goes rotten. Read More

Learning from master carpenters about sales? Tools help us become more efficient, but they are no substitute for mastery. They are dangerous if we don't use them skillfully. We can learn a lot about selling from carpenters. Read More

Having consensus that you have things under control may feel good, but it does not take away the fact when you look at your pipeline, there is nothing there. Read More

The great thing about selling jewelry in a retail location is you've got lots of beautiful pieces in your store to show your customers. The bad thing about selling jewelry in a retail location is you've got lots of beautiful pieces in your store that distracts you from your customer. Read More