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As with all things in sales, it usually comes down to execution, no surprise that it applies to when you choose to change employers or employees. Don't make the move for the wrong reason or the wrong time. Read More

If you really want to have better results in your business, start by finding something you can be grateful for right now. Focus on the good, and more will come your way. Read More

The eighth in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on the B2B sales reps knowledge of their own business vs. their knowledge of their customers business. Read More

Sales process and methodology often fail due to the focus on activities instead of outcomes. Sales still requires a skill set that includes resourcefulness and adaptability. Read More

For those who sell in consumers' homes, the in-home sales consultation is the catalyst to either sales greatness or failure. If you master the dynamics of selling in the home, you master... Read More

The Sales Bloggers Union is back with a fresh coat of paint and tons more opinions and attitude. Read More

The sixth in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on the dichotomy of a desire to ear commissions vs. the desire to ensure the customer’s success. Read More

Today's podcast is on developing a prospecting discipline and why you need to plan it out and make it part of your sales and marketing strategy. Bullet points Read More

I started to title this series–Social Selling. But, how ridiculous is that? Selling has always been social. Selling has to be social. Failing to understand this principle is where most begin their trek to failure in sales.

Social selling is an assumption, not an innovative idea. Read More

The key to driving sales and enjoying predictable revenues is in getting ‘the right type of material’ for your sales staff to put through their sales process. However, a key business building question is: what is the best way for any particular company to do lead generation? That is why I put together a poll to find out which approach people find right for their situation: 'shotgun' or 'rifle'? Read More