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Think sales is all about getting to "Yes"? Think again! If you really want to succeed in sales, stop obsessing about getting to "Yes" and start worrying about how to get to "No" faster and more often. Read More

Salespeople in retail do the same thing everyday, opening the cash drawer and maintaining this display and entering information there. Those who sell in customers' homes drive to appointments every day and do their thing, and then drive to the next appointment. Door-to-door canvassers are out in the streets of the community drumming up prospects or closing sales. Prospectors are on the phone day Read More

Taking initiative means taking actions proactively. It means taking action before it is necessary. It is what defines professionalism, especially in sales. These four ideas will help you take initiative . . . as long as you don’t wait for directions. Read More

There are some great communication enablers for sales professionals these days. But it is important that we do not lose sight of the fact that content and the message and ultimate value are what counts, not the medium. Read More

Winning in sales (or anything) requires that you compete. But first you must compete against the personal obstacles and roadblocks that prevent your success. Then, you have to play the zero sum game like losing has consequences, bringing you’re A-game to every contest. Read More

Optimism allows the salesperson to continue in the face of adversity. It allows the salesperson to hear no and to lose deals without attaching the negative meaning that would prevent them from taking future actions. Read More

The best way to demonstrate value is to increase your value to your buyer. You can differentiate not only based on what you deliver, but how you sell. Deliver value, not subservience. Read More

Self-discipline is the cornerstone of effectiveness in sales. Here are 7 methods for building the self-discipline and the strong foundation for success in sales. Read More

What is Culture? Here are some great definitions of culture taken from Cross-Cultural Twitter Interviews of cross-cultural and international people on Twitter Read More

I have been running through a lot of questions in my mind lately… but there is one question that keeps popping up, “Has sales become a role where only the elite survive?”

Chad Levitt from the New Sales Economy blog recently invited me for an interview on his site. He asked me some great questions and I decided to lay it all out there and share my perspective of what front line sales people ar Read More