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Call my goofy, but American Idol is one of my favorite shows of all time. I’ve always been drawn to people with talent, big dreams, and high aspirations. I enjoy the Olympics for many of the same reasons. It’s inspiring to watch people on their quest to be the best in the world!

In both cases, there is a common theme that stands out above all else… Read More

If you want to get an honest answer from your prospects, try being honest yourself. State your intention from the beginning, and let them know you'd rather hear No than Maybe. Read More

To succeed in sales today requires the ability to be resourceful. Advancing the sale with prospects and achieving the outcomes that you sell requires the imagination and the creativity to find a way or to make one. Read More

One way to differentiate and impress leads and convert them to prospects is to follow up and live up to what you committed to, not matter how small. It is a small thing, but it makes a big difference when you are consistent. Read More

If you're uncomfortable in a sales situation, you make your prospect uncomfortable; uncomfortable prospects don't buy. What can you do to get comfortable? Read More

So here we are as promised, Step 2 of the 5 Steps To Get To No Faster and More Often: Talk To More People. No kidding, right?  In fact, I could Read More

Most definitely, retail clerks have their place in the retail industry, and if you're a retail clerk, please don't be offended by this post. Retail clerks work very hard at what they do. Different skills are required for a shopper interested in a $3.49 bottle of shampoo than a shopper interested in a $34,900 car (having said that, if all sellers of shampoo were properly trained on how to sell, th Read More

Are your sales calls forgettable, or do your customers really, really like you? If you'll learn this sales lesson from American Idol, you can be memorable. Read More

The Sales Blog is covering The Conference Board’s Senior Sales Executive Conference. This year’s theme is Sales Operations as a Strategic Revenue Growth Asset. TSB gives you the major ideas and takeaways. Read More

Are you afraid of hearing No? If you're in sales, you need to learn to love it! Start by getting the proper mindset: remember that No just means Not now. Read More