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How can you be more like Lenscrafters and less like Macy's Optical Department? Read on... Read More

The author describes the steps a caller should have taken to improve his odds of getting a job in media sales. Read More

A great collection of insights from the members of the Sales Bloggers Union, A grass root stimulus packages from leading sales bloggers. Read More

How to nurture a relationship with a potential referral partner so that you are the one they recommend when asked. Read More

Recessions drive us to self-centered fear, but they are simply the down cycle in a long-term relationship. Client focus shows dramatically that you are in business relationships for the duration. Please share your own suggestions. (Part 2 in a 5-part series on recession-proofing your business.) Read More

Sometime the worst enemy a sales rep has is his big mouth. Read More

A new metaphor for lead management - the author suggests we forget about "pipeline" and think of lead generation/qualification as a waterfall. Read More

One of the best U.S. Presidents, in my opinion, was James K. Polk. Polk serves not only as a model for presidential greatness, but also for anyone trying to achieve success in their own life. Perhaps no other president, other than possibly Lincoln, accomplished so much in four years. Read More

If you don't know what they are, how can you expect your customers to know? Read More

Objections aren't something to be "overcome" according to the author. He suggests that sellers work their way through objections by clarifying them. Furthermore, if conditions are met by the seller, he has to know that he'll end up with an agreement. Read More