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So first, let's dispel this unfair negativity toward persuasiveness. If we read the definition of persuade, we can see there is nothing negative or unethical or devious about the meaning of the word. Read More

Dear Sales Dude: I just wanted to get back to you about that proposal you gave me. I just have two teeny things to discuss with you... Read More

Today’s social media podcast is on social media ROI or return on investment and why it’s not nearly as important as ROR. ROR is a term introduced to me by Darcy Rezac author of Work the Pond. From a social media perspective and a general marketing perspective most people are nearsighted and have serious tunnel vision when it comes to social media ROI. ROR is about return on relationship and not Read More

254, the number selling days in 2010; assuming you work a mere 10 hours a day, that's 2540 hours of selling. (I know sweetie, you work weekends too). How will you maximize it?
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A smorgasbord of things to help sales people sell better and execute. Check out info on an upcoming coming webinar, newsletter and broadcast. Read More

Instead of location, location, location, businesses should be concerned with the three Cs: content, connection and conversation. These three are what will set you apart from your competition. Read More

The last few months have been all about thinking… thinking about ways to keep getting better! Normally I write things down from the beginning, but this year for some reason, I delayed putting things on paper. As the new year approaches, I won’t delay any longer. I’ve put together a rough draft and thought it would be a good idea to share my strategic plan with you!

There are six key areas wher Read More

Selling is a profession of immediacy. Commission salespeople get paid for what they sell today. The presence of weekly, monthly, and yearly sales goals stresses the need for immediacy. Given all the attention on the “What have you sold for me lately” mentality of Read More

I am very excited that my article “5 Ways to Gauge Sales Management Coaching” (below) is one of the top 12 sales articles of 2009. Voting is now taking place for the Top Sales Article of the Year. Read More

Blogging has given me a great network of friends and colleagues. I’m thankful for these relationships. They are full of ideas and value. And perhaps even more importantly they remind us to share more openly our little tricks. Things that help us, and might help others, become more successful.

It was one of those relationships and discussions that I want to share with you. The topic was bloggin Read More