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Interviewing salespeople is difficult. It is hard to unearth whether they really have the underlying attributes of a high performer, or whether they just talk a good game. The TSB Success Attributes Hiring Guide just may help you hire your next superstar, or avoid your next turnover statistic Read More

I’m still unpacking tons of ideas from SOBCon 2010, but one of my favorites revealed itself completely by accident in a conversation with Jon Swanson (@jnswanson), at the coffee pot no less. I’m sure it didn’t even register with Jon, but it reminded me how important simple idle chat is to creativity.

So, my chat was typical conference (2.0) introductory chatter Read More

Every time you try something new there’s always some unexpected effect. SOBCon 2010 was something new for me. And the unexpected effect was relationships.

That may seem an odd statement. We go to conferences to network and build relationships. At least, that’s what we tell our bosses and our companies. Think. We often fail–don’t we Read More

If you don’t show the value you will definitely not win whatever your price is. Even if you have a lowest price on the market, it does not mean much to the prospect, because they don’t see the difference between your product and ones from the competition Read More

There are three lesson salespeople can learn from Chris Brogan. These include creating value before claiming any, continually work on improving your capacity to do so, and to treat people as if they are important. These simple ideas will make selling you and your ideas easier, and they will massively increase your personal effectiveness Read More

The first step in gaining appointments when cold calling is to capture your dream client’s interest. In 9 out of 10 cases, offering to talk about yourself isn’t interesting and it isn’t compelling. Effectiveness in cold calling and appointment setting is built on differentiating yourself and your offering and by proving you can and will help your dream clients produce better business results Read More

Many people believe they have the silver bullet in sales, but then discover that it is fleeting. The real secret is to consistently execute what ever method, execute day in and day out and you will succeed even if it's not the best or latest and greatest method. Read More

Your sales manager doesn’t measure all of the activities that you must take in order to succeed in sales. Some of the most important performance-improving activities aren’t measured at all. Complete these nine activities this week; they won’t show up on your reports, but they will show up in your results Read More

Each of us has the ability to rationalize their lack of performance, and it is easy to fall into the trap of telling ourselves lies when our performance isn’t what we want it to be. We behave in a way that is consistent with what we believe—even when these beliefs aren’t based on the truth. Improved performance means recognizing when we are lying to ourselves, and then adopting more powerful beliefs Read More

When you know you are going to face a specific hurdle in a sale, you need to know how to "take it away" in advance. Many sales people stress over common recurring obstacles that are easily removed if the plan in advance Read More