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Sales people should consider either outsourcing their excuses for not doing what they should, or do a better job of executing their sales so they don’t need excuses. But not doing what they need to and having weak excuses to rationalize this just don’t cut it. Read More

There is no way to succeed in sales without selling. Selling requires opening relationships and prospecting, and it requires asking for and obtaining commitments. The cottage industry that markets the idea that success can be had without these are marketing a lie. The profession would do well to train their salespeople to sell instead of giving them false hope. Read More

Being the greatest in the world isn't easy; if it was, everyone would do it. If you want to be truly great, you have to keep growing! Read More

Sales leaders are always looking to improve the activity of their teams. One challenge is to get heir team members to understand how much time they should allocate to specific activities. This article looks at prospecting, offers ideas and a calculator give individuals clear focus on how much they actually need to do. Read More

Flash forward…last week I was talking to a client about a new B2B social media sales training program we are building out. This client (in the business of selling big ticket enterprise software) had already noted a few natural trends in their sales organization, as it applied to using social media. There were three distinct groups... Read More

Knowledge is cheap, ubiquitous, indexed, accessible, and portable. It is no longer power. The new power is wisdom. It is the ability to make choices that generate the best results and outcomes. Read More

Your effort will make or break your sales career. So will your knowledge and skill and ability to add value to your prospects' lives. So will your ability to create trusting and genuine short-term and long-term relationships with prospects, customers, managers, and suppliers. But, perhaps more than any of the factors above, this prospect type will have more to do with your career success than
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There is an amazing number of people in the world who imagine that the law of selling (and business in general) is that one must make a profit by getting an advantage over other people. As a matter of fact, the very opposite is the case. Read More

The sales process is a non-linear. It is the salesperson’s duty to advance the sale from one stage to the next, but not to ignore the needs of their client or their client’s buying process. Sometimes this means going all the way and then backtracking to pick up the pieces in between. Read More

Honesty and integrity are defining characteristics of successful salespeople. The fact that they are table stakes doesn’t mean that aren’t part of the client’s evaluation and selection process. Read More