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Mr. Customer, the net present value of the investment I’m suggesting is $377,000.

That’s the translation of “Many companies like yours have found tremendous value is this service of ours” into the Universal Language of Business. Just a tad more compelling, wouldn’t you agree Read More

Sales is a zero sum competition. The goal of your sales process and your individual sales behaviors and activities is to build an unfair advantage before you ever propose your solution. How do you create a playing field that is titled in your favor Read More

It is still true that people buy from people, and they won’t buy from sales people they don’t like. Kelley Robertson points out seven things sellers do that buyers hate. Learn to avoid them Read More

Does a 17th century French philosopher, mathematician, physicist, and writer have something to say to 21st century sales reps about “push” and “pull” and their relative effectiveness in getting commitment?

“We never understand a thing so well, and make it our own, as when we have discovered it for ourselves.” — Rene Descarte Read More

Once you begun to pursue your dream client, you cannot afford to disappear. Even when you get another big dream client engaged, you must continue your unrelenting, value-creating pursuit. You cannot disappear for months on end without having to rebuild the credibility and trust you gained by our sincere interest before you disappeared without starting over Read More

Dave Brock started the mudslinging at a useless forecasting metric, then Anthony Iannarino piled on. These two guys are right on the money – again – and I can’t help but throw another log on the fire Read More

As a sales professional you need to nurture and manage leads to ensure profitable and timely conversion. Here are 5 tips from a market leader that will pay dividends if you put them into practice consistently. Read More

Forecasting in sales is tricky business. Using the standard forecasting rule of increasing the odds of winning as a deal progress isn’t accurate and contributes to many missed forecasts. Ask the questions and study the evidence to produce better forecasts . . . and to do something about winning the deals while there is still a chance of doing so Read More

From the World Cup to Monday morning quarterbacks, I wonder… “What can I take away to help me sell better? Read More

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