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While sales and customers are changing, and sales people need to evolve to stay relevant, it is too optimistic to suggest that REAL sales professionals will be extinct soon. Craig looks at things impacting sales and what you sales professionals should do in response. Read More

The persistence that your dream client will later value when applied to the outcomes you promised can sometimes damage relationships. How to know where the line is. Read More

Dreamland Interactive, a business partner of The YPS Group, took a major step in its ability to deliver e-Rep content development services. Their new radio studio in Atlanta, GA was specifically designed to support business talk radio and help clients solve the prospecting problem. Read More

Even though you want to focus on obtaining the future commitment you need, that outcome comes through your focus on the sales interaction you are now engaged in. Read More

Managing time is a waste, allocating time and managing activities is great. What you have to ensure is that you allocate time to ALL important and obvious activities, not just some. Read More

Some salespeople resist buying the company line. They resist buying the hype. They question motives. Their cynicism is a recipe for mediocrity. And it's contagious.
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The way to build referrals and referenceable clients is to win dream clients and then to perform for them. You must do work worth sharing with others. Read More

While it is important for a sales person to advocate for the client, they have to sell to the client. Too many sales people spend time and energy selling the deal to their managers instead of the buyer. Read More

If you have trouble coming up with a couple of posts a week, I believe that one of two things is true (or perhaps both are true). Read More

Every now and then I come across something that instantly makes me stop whining about my challenges and troubles. Makes me feel like a jerk for complaining about things. Read More