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OK, fine. I’ve become a (possibly annoying) evangelist for the notion that “Every H-Rep Needs an E-Rep.” That is, every human rep needs an electronic alter-ego to supplement his or her never-ending, always-more-demanding responsibilities. More food for thought below. Am I right Read More

Generating sales results is the results of how we invest our time. Taking an inventory of how you invest your sales time is the first step to improving how you invest your time, and clearing the calendar to spend more in sales-related endeavors Read More

To excel in sales (or anything else) requires the lifelong pursuit of mastery. Your personal and professional development is your responsibility. If you would be great, you will take responsibility for your development and not wait for you company to do something for you—or to you Read More

The knee-jerk response of any self-respecting sales rep or manager is an indignant, “Of course I’m a change agent!” But, as anyone with a complex sell cycle knows, the biggest competitor is “do nothing,” and the underlying reason is the no-guts, change-resistant customer. If a sales rep is a change agent and therefore an agent of change, how can this be so Read More

Business-to-business sales has much in common with insurgencies and counterinsurgencies, not least of which is the outcome of winning hearts and minds. Too much of our focus is in selling our solutions instead of working to understand and capture the human terrain Read More

Sellers need to play with the same passion athletes do in sudden death situations. The passion drive attitude, behaviour and results Read More

Q2 2010 is over. Now it’s time to begin working on building a great Q3 2010. Follow this thirteen-week plan to build your sales skills and attributes, and win your dream clients Read More

Being an effective, professional salesperson is more challenging now than ever. There are no easy answers, and success means focusing on continually improving and sharpening your skills and attributes Read More

This weekend is very much half time for the year and for most people's sales year. It is a good time to step back and ensure that you time allocation now is aligned with the plan you set at the start of the year. It is a great time to make adjustments and continue towards goal. Read More

To succeed in sales, you need to do your best work for your dream clients, the clients for who you can produce breath-taking, mind-altering results. When you settle for prospects, you often end up with nightmare clients instead of dream clients Read More