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Last week Toronto had a snow storm that was much more significant in the media, social and traditional, than in the real world. Getting caught up in the moment led to many getting caught up in the hype waiting for a storm that never really come. Read More

A great discovery sales call is a work of art. But the very best needs analysis sales calls go far deeper. Real understanding comes from asking “why?” Read More

As consultative, solutions, customer-focused sales professionals, we know that we are supposed to probe our customer's needs, problems and challenges.  Doing Read More

I love watching a great sushi chef at work, so I sit at the sushi bar. They are masterful, food artisans that create with exquisite detail, care, and enthusiasm. I also love a great sales pitch. Unfortunately, I hear very few these days and a call this morning prompted this post [...] Read More

The great game of sales is a competition. It is a zero sum game with one winner. What we are competing for is the opportunity to cooperate with our dream clients. Read More

I was struck by a letter from Steve Ballmer yesterday.  It was entitled, the New Efficiency.  I agree with many of the thoughts he expresses, particularly Read More

If you are a non-salesperson that needs to sell, the first thing you need to do is to change what you believe about “selling.” Read More

I read a post from Miller Heiman on How Do You Know If You Are Wasting Time With Propects.  It's a good article encouraging focus on your sweet spot.  You Read More

Are you having a tough time getting into a company? Want to know a way that you can increase your odds of opening the door & getting in to see the right person? Read More

In today's guest post, Arthur Gould looks at the role of questions in increasing sales. Art outlines methods and attributes of key questions.
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