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Ignoring the objection and moving past it is the fast track to alienating your dream client and the surest way not to gain the commitment you sought. Read More

In the old cowboy movies, the heroes wear white cowboy hats and the villains wear black cowboy hats. Your team is wearing white hats. Even when they struggle. Read More

E-mail continues to grow as an effective prospecting tool. In today's guest post, Kendra Lee offers up 5 ways you can maximize you efforts and results with e-mail. Read More

When you are sharing your message as a leader, never miss an opportunity to speak passionately about what the business does to create value for your clients! Read More

The internet has opened up opportunities for small business because it can make the little guy look like a big guy... Read More

It’s not defying conventional wisdom or taking a new and revolutionary approach. This is a different metaphorical box. It’s the one that others would lock you in. Read More

Part of me hesitates to post this post because it’s point is so obvious. Read on and you’ll see why I decided to go ahead.

Let’s say you’re in the process of buying a car …or a boat …or a refrigerator. You ask the sales rep what value their company provides to their customers. The answer you Read More

When sales people don't or can't do something, they rationalize it by dismissing it's importance. But to improve, you need to deal with things to overcome, and sell better. Read More

One of our daughters moved this weekend from a large house with four roommates. Only she and one other person cleaned the vacated home. I quipped, “Imagine if we could rate your roommates online with short reviews like Zagat and Yelp.” Then I wondered why organizations do not have transactional cus Read More

You might think that your company is a manufacturer. Or a service organization. Or a solutions provider of some sort. You are none of these things. Read More