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Sales organizations with a “no soliciting” sign should take the sign down. The message it sends to your sales force isn’t worth it. Read More

Your calls are unanswered, voicemails unreturned. No response on email either. You need the information to move forward. What's next? Read More

There are more options to communicate with potential buyers than ever. As a sales pro you need to explore all, including some none traditional means, as well as some that have gone out of fashion. Read More

If you want to improve your ability to compete and win, you'll study how your competitor views you. You'll write their case against you. Read More

Sometimes your dream client has needs and places orders before you finish the sales process. You can and you should take the order. But finish the sales process. Read More

Metrics not only help in improving specific sales skills, but in measuring the actual time an activity requires. Too often sales people over allocate time to activities they don't like. Read More

Why do executives, marketers, and sales people continue this insane behavior?! Why do they invest their time and precious budgets in creating meaningless SPAM which, at best is ignored, at worst creates people who are hostile to their brands and companies? A week ago, I wrote about insane telemarke Read More

Many sales managers serve the business before the sales force. By serving the company first, they neglect the one asset they have to produce results: the sales force. Read More

We waste too much time trying to fast forward to solutions. The real action in the sales process--and the buying process, for that matter--is in the diagnosis. Read More

The first time a “You won a $1,000,000” showed up in my mailbox, my sales and marketing mind was piqued. Opening this treasure revealed I had not won anything yet and might only win a car or digital clock with a shortwave radio that doesn’t work. The pitch unfolded to a litany of stuff Read More