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Do you ever feel like your business is lost in the ocean of social media?

A few months ago, Brian Smith, Founder of BizBrag.com, called me and said, “Doyle, I want to work with you to make an inve Read More

We have a love/hate relationship with our sales careers. At one moment, we are proud of our accomplishments and celebrate the relationships we have built with our customers, and the next moment we d Read More

You only have one chance to make a first impression. How you open your sales call is every bit as important as how you close it. Use these guidelines to write an opening script that defines you as a Read More

Whenever I give speak or give training on using social media for sales this is invariably one of the first things I get from the audience is, "How Do You Find C-Level Executives on Linkedin?"

Sa Read More

One of the great things about sales is the basic need for constant learning and adoption of new skills. However many people in the trade get to a point where they trail off and coast with the market Read More

The strategic opportunity review is a great tool for helping to build a deal winning strategy. But spending too much or too little time resolving concerns can result in lost opportunities that otherw Read More

Everyone knows that the top 20% of salespeople generate 80% of the results. This is a surefire plan to not be bothered with the pressure of getting results or having to carry the bottom 80%. Here’s h Read More

ales effectiveness is a tricky blend of autonomy and discipline. It is a combination of art and science, and effectiveness means you need to when to exercise each. Effectiveness is striking the right Read More

Social selling seems like a silly label to put on any sales concept. Any sales person’s natural reaction would be, “no kidding.” Many of your “fluff” meters just sounded the alarm. And my battle hard Read More

Everybody talks about how important listening is in sales, but the real measure is how well one understands. Most sales people practice selective listening, which does not always lead to really "hearing" and understanding the buyer and they buyer's objectives. Read More