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They're having a bad day. Or they're rushed. Or they're just naturally pissy people. If you work in sales, you've met them before. They're pissy prospects. Read More

Taking qualification out of sales people's hand and holding them accountable for quantifying improves sales, as long as marketing steps up and does do proper qualifying of leads. Read More

Only this time, it is on a GRAND scale and our tools are infinitely more SOPHISTICATED. The neighbourhood is in the hundreds of thousands and the tribe is the WORLD. The potential is EXPONENTIAL, but BE warned; it can destroy as well as create. Read More

Top 100 Sales Blogs, AND why I used to hate hearing "I'll know it when I see it" Read More

I've realized there are 3 types of business networkers Read More

Building goodwill in sales will help build relationships that will endure trying times and build long term value. Read More

For too long sales forecasting inaccuracy has been argued away as being a part of the status quo. 'It's always been like that' is a common explanation. Finally, there appears to be a debate that centres around improving accuracy... however, how this is achieved is being keenly contested. At least there is a debate and we can now move on from Read More

hard work, selling, sales, bitter pill, prevolv Read More

Sellers often get caught selling on price, and it is usually them who put price on the table not the buyer. They should be focusing on the real factors that impact the decision, and price is usually not at or neat the top of the list. Read More

Sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers make all types of mistakes. This is the 3rd in a series of coaching pitfalls that mangers s Read More