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Deals should not be won at the presentation stage. Deals should be won before you ever present your solution. In order to win deals, you cannot collect the prerequisites to a deal late in the sales cycle Read More

Selling across different cultures requires a focus on relationships and taking a consultative approach. You can establish and demonstrate your expertise as a consultant by guiding your buyer rather than providing numerous options.
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Crazy-busy prospects can’t handle complexity. They hate it when things are difficult to decode, decide or decifer. It grinds them to a screeching halt – which is the normal human reaction to being overwhelmed and stressed out.

Because of the chaotic business environments we work in, simplicity has recently emerged as a key factor in sales success Read More

Working your big deal dream clients through your sales funnel requires that your capacity as a salesperson grow to match the size of your deal. You have to stretch and grow to fit the big deals through Read More

Is it possible for a huge database of contacts or thousands of friends or followers to actually reduce your sales output? Yes!

This isn’t another rant on quality over quantity in lead generation. Or a diatribe on how critical lead management is to sales. It’s an important sales discussion about focus, discipline, and misplaced hope Read More

Silence can have just as great an impact on moving the sales forward as saying something (anything). Sales professional need to get more comfortable with it's powers and here is why Read More

Are you exhausted? …feeling like you have lost your passion? Here’s a list of 10 things you can do to climb out of the rut and get re-energized Read More

The profession of sales is at a crossroads. The Charlatans battle to convince sales professionals that they can succeed without cold calling and without the skill sets that have always enabled success. The Voices from the past continue their struggle against the shortcuts that only build the sales of the Charlatans who sell their snake oil Read More

Don't use perfecting something as an excuse for not doing it. Execution is more important than perfection, by doing you learn and improve, by perfecting you waste opportunity Read More

There is a lot to be said for remembering the past, even in sales it true that if you forget it you are doomed to repeat it. The idea is not to forget the darkness of 2009, but to learn from it, to profit from the knowledge gained.
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