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It’s Not About You – #3 We all have certain words that cause a negative visceral reaction when we hear them. Mine include cancer, child abduction and rosemary (that most heinous herb responsible for destroying otherwise fine dishes). I’m sure Read More

Most salespeople believe that they have the greatest ability to sell during their final presentation. Simply put, they are wrong. It’s much earlier. Read More

With changing and evolving markets and buyers, it is up to the seller to change and advance his game. Sales people need to add and change their technique or risk being outdated, even when their product is not. Read More

Sales managers want to “fix” or fire underperforming salespeople. Neither approach is the right first step to improving your team’s performance. Read More

Even though some event may be necessary to advance your deal, your dream client doesn’t want what most salespeople believe is a presentation. Read More

Small-business owners often can gain an edge on larger competitors with cost-efficient and creative marketing strategies. Call it guerrilla marketing -- achieving conventional goals with unconventional methods.

The free social-media site Twitter has become one of the most popular weapons in the Read More

Succeeding means knowing when you need to apply the science of sales, and knowing when you need to exercise the art. Read More

In sales, as in all things worth doing, finishing and follow through are key. Once you execute, you need to review, assess and make adjustments so you can continue to evolve with market and continue to be successful. Read More

The best salesperson isn’t one who wins a contest. The best salesperson is the one who wins by creating a situation where they win without a contest. Read More

First impressions go a long way, especially when engaging with new prospects. IntroMojo is a new tool that gives you a complete view of the prospect making for a better first and lasting impression. Read More