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Do you confuse product training with sales training? Read More

In case you haven't been tuning in recently, the whole question of sales ineffectiveness was brilliantly raised by Dave Stein. It's not just a great question for sales professionals; it's frankly the ONLY question. Dave rightly asks “The root causes of sales ineffectiveness are clear. There is plenty of sound advice about how to fix the problem Read More

Wondering how you're ever going to accomplish all the goals you've set for yourself? Maybe it's time to stop worrying about "How?" and to start asking a better question: "Why?" When it comes to motivating yourself to achieve your goals, there is no better ally that your unconscious mind. This article describes how the "Why?" question Read More

Choose your words wisely. They carry a big impact. I've always coached people to refrain from saying things that plant negative seeds. You know those nasty statements that you can never take back. I'll share two examples. Read More

Should nonprofits think of themselves as "sellers?" Read More

Far too many salespeople turn to their boss or company for their personal motivation to be successful in sales. This is a huge mistake, as salespeople need to be responsible for their own motivation if they want to become successful. Read More

Last week I posted Guerrilla Social Media Marketing secrets 1,2 and 3. There are 19 Guerrilla Marketing secrets and after chatting with Jay Levinson he gave me the go ahead to share a few more. So here's secrets 4,5 and 6 based upon my interpretation of Jay's 19 secrets. Read More

ust to illustrate this point here's a run down of the level of turbulence in the economy over the past 100 years, look at these trends and you decide when the best time to be selling or marketing. I personally think it's not about the environment but our reaction to it that determines our destiny. An overview of turbulent times in the past 80 Read More

This program is my way of giving back to the sales and social media community that has helped me build my blog, business network and knowledge base through your great insight, twitter updates, attendance at events and overall enthusiasm to learn and connect. A number of you have asked for more information on the program. Here are the major topi Read More

The author encourages sellers to embrace the statistics that describe their performance - even if the statistics don't always tell the whole story. Read More