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Selling business-to-business and major accounts is about producing long-term results. But your long-term success requires you to focus on the short term. Read More

In today's guest post Brian Jeffrey looks at how to become findable. If you want more prospects, move from cold calling to reverse prospecting. Being findable and getting people to remember to find you — reverse prospecting — is the way to go in today’s busy business world.

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Dealing with personal issues can take you out of your sales game and destroy your results. Here are few ideas about how minimize the effect of personal issues on your sales game. Read More

We work hard to understand the dissatisfaction that is our dream client’s motivation for change. To be effective in sales, our understanding must go deeper. Read More

A dilemma many hiring managers face is what to hire for an involved sale, a product person, or someone that can sell but has little product knowledge. In the video I discuss which I feel is easier to train and makes for a faster pay off. Read More

I know. You’re just happy I didn’t say “bus.” Between the obnoxiously overused “threw him under the bus” and Good to Great’s most famous “getting the right people in the right seats on the bus,” it’s safe to say we’re Read More

Consulting doesn’t mean either being impartial or not selling. And here, finally, is the crux of my argument . . . Read More

You’d be hard-pressed to find someone more dedicated to KISS (Keep It Simple, Stupid) than me. Nike’s “Just do it” campaign, for example, is brilliant. Easy to remember; obvious point; extremely effective. The blog Simple + Bold provides example after striking example of simplicity. Simple expl Read More

“Confusion is always the most honest response.” – - Marty Indik

It’s OK to not know everything. Think of it this way, division of labor is THE fundamental key to all human progress. Ditto for knowledge. Going it alone is simply not the best strategy. Read More

Ethics in sales is of the upmost importance. Keep this in mind every time you have an urge to bash your competition. This can haunt you more likely than not. Read More