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The devils in your deals are ruthless. They will disrupt your deals and ruin your chances of winning given even the smallest of openings. The worst of which is the devil of believing you know something that you don’t know Read More

The other I posed this somewhat trick laden question on Twitter – “Is making something easier to understand dumbing it down or smartening it up?” The answers I got were mixed. Some obviously saw that I was suggesting it’s actually harder to make some easy to understand. Others clearly felt that it somewhat of a disservice to try to make things that were complicated seem simple Read More

The rewards of owning a business can be very enticing. However, the risks can be daunting. But, is starting a business really more risky than having a job? Find the answer in this article and learn the top five tips for starting a successful business Read More

It may not be right, but the credit scoring system really isn't about your financial responsibility. Which is why you might be penalized when you close a credit card account Read More

Meet the bloggers, and support each other, this is how we get the power, and grow our blogs and online businesses the right way, here is some examples of successful Blogging Collaboration Read More

BANTER gives you a frame work for working through a sale and helping the buyer make the decision to deal with you. Today we look at the first two elements: Budget and Accountability Read More

The term “Consultative Selling” and it’s underlying concepts were first introduced in the book by the same name published in 1973 and authored by Mack Hanan, James Cribbin and Herman Heiser. Although amended and modified countless times since then and in countless industries and by countless sales organizations, the basics remain true to this day. Perhaps they are even more relevant today and are an underlying foundation for Lead Dog Selling Read More

Sales people are trained to be problem solvers — we ask questions, probe — once we find a problem we attack like a pit bull and don’t let go until we’ve wrestled the problem to the ground and gotten the order Read More

Two metrics that you need to capture to understand how to reach your sales goals are your average deal size and your churn rate. These two undervalued metrics do much to determine how you go about reaching your goals, and they cannot be overlooke Read More

Culture determines who will work for you, who stays, and who quits. Once formed, culture is nearly impossible to change. People who work well within the culture quickly self-select. And those who don't fit leave. Read More