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Christmas really is an opportunity time to strengthen the connections that sustain your business and personal life. Don't miss it because you and your business could be much better off if you invest something in your relationships with others. Read More

Sales 2.0 has been one of the big buzz words throughout 2009. What do you think… is Sales 2.0 really about sales… or… is it about something else? Read More

Too many sales people spend too much time committing to do this or that to achieve sales success. For 2010 figure out what you should STOP doing and give yourself a real shot at succeeding. Read More

Henry Ford once said, Whether you believe you can or you believe you can't, you're right! How will your beliefs affect your plans and goals for 2010? Read More

Often we are looking for silver bullet systems or recipes for success, while ignoring the basics. In my experience 90% of big sales improvement comes from getting back to the basics. These basics will have an immediate, measurable impact on your sales numbers.

Let’s put it to the test. Here are five fundamentals of sales. If you focus on them they will increase your sales this week. Read More

The Status Quo is the enemy of sales. Sales requires change, it is enviteble. The status quo hates change.

Learning how to defeat the status quo is critical to sales success. Read More

Many sales people spend too much time trying to "qualify" an opportunity rather than quantifying it, both for the client and themselves. This theme seems to have resonated with with readers over at Salesopedia.com, a leading site for sales news and advice, as it was the second most read article on the site in 2009. Have a read, enjoy. Read More

If we don't exercise, our bodies deteriorate. Muscles atrophy without constant use. If we don't use our brain power, our brain power goes away. If we don't maintain our automobiles and our homes, they begin to decay. Read More

Is the customer always right, or is it more important that the right decision is made. The difference between a good sales person and a great one is the ability to work with the customer to arrive at the right decision, which may not have been his initial concept. But having been presented the facts and options by a great sales rep, focused on delivering value rather than making the buyer feel Read More

I received a lot of feedback on my post encouraging you not to buy lead management software. That may sound a bit peculiar from a guy that earns his living selling lead management software. However, as I said, numbers don’t lie.

Chris Johnson, one of my favorite freelancers and sales cold callers, and I got into a chat about this. Read More