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I started to title this series–Social Selling. But, how ridiculous is that? Selling has always been social. Selling has to be social. Failing to understand this principle is where most begin their trek to failure in sales.

Social selling is an assumption, not an innovative idea. Read More

The key to driving sales and enjoying predictable revenues is in getting ‘the right type of material’ for your sales staff to put through their sales process. However, a key business building question is: what is the best way for any particular company to do lead generation? That is why I put together a poll to find out which approach people find right for their situation: 'shotgun' or 'rifle'? Read More

I humors me to think about how many “no win” situations mangers can get sucked into. We’ve all been there. For example… Employees often complain about how their manager didn’t train them on “something.” Yet when the manger schedules a formal training, those same employees complain about losing valuable selling time.

Another example revolves around the idea of micromanagement. The employee who Read More

You don't have to wait till March to know how you Q1 will look from a revenue and quota standpoint. What you do today will determine what happens at the end of you sales cycle. Read More

One way to change the 80/20 trap is to take steps to change yourself. Many sales people neglect their obligation to ensure that they are continuing to develop and evolve their sales skills and knowledge. Read More

When it comes to our self-talk, too many of us tolerate the negativity we were handed. The answer to overcome the negativity and create success? Affirmations! Read More

Bill Gibson Chair of Knowledge Brokers International has put together a condensed goal setting guide called Get a Fast Start for 2010. The document has been embedded in this blog post. Give it a read and let us know what you think. Read More

The fifth in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on the being Adaptable vs. Prepared. Read More

You need to shed the deadwood to drive forward, fire the bottom 10% of your account base. The bandwidth you recapture will allow you to refocus on gaining customers that are like the small minority that currently drive your revenue. Go ahead, fire some, it's alright. Read More

Today’s podcast is on the connection between serendipity and discipline as well as the connection between training and intuition. I’m also going to talk about why very few people experience high levels of positive serendipity or tap into their intuition because they quit too soon. I’d love your feedback and thoughts on this topic. This applies to social media, sales, traditional marketing and eve Read More