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The "sales instinct" is something that is the by-product of a group of traits, the combination of which is greater than the sum of its individual parts. These traits which work in concert to provide the salesperson with tools that provide them with a substantial advantage over others who do not possess the sales instinct. When I refer to "selling instinct," I'm talking about six factors,,, Read More

Sales person doesn’t really sell products. He or she sells ideas about products. A sale is a successfully completed only when true ideas are sold, and afterward are delivered by the product or service. Read More

In sales the close is important but not everything. To close more effectively and with less stress, you need to set things up right from the start, even before the first meeting. Read More

Activity doesn’t precede sales. Effective activity precedes sales. But all activities are not created equal. Some activities offer you a way out-sized result for your efforts. Other activities have no return on the time invested at all. You have to choose carefully where, and on what, to invest your time. There is no such thing as time management. There is only “me management.” Read More

My two year old came up to me this morning. She leaned in with her little face, looked me in the eyes and whispered, “I love everything about you.”

It made me smile, because I have been saying this to her for many months now. Throughout her life, there are things I want her to learn and understand… Read More

While learning and developing should be an ongoing process for all professionals, including sales, the promised recovery and the turn of the year presents a unique opportunity to reflect and see what lessons the downturn offers us moving forward. The right lessons and practices adopted during though times generally can have an ongoing impact on how one sells. What lessons did you take from the Read More

One of the biggest challenges salespeople face is reengaging stalled prospects. There are many reasons that deals stall, but they can be boiled down to two primary reasons: no planned objective for the sales call and/or not enough value created during the sales call. This post covers three ways you can reengage a stalled prospect. Read More

Do you have these ten traits? Maybe a sales career should be in your future. This list will help you decide if selling is right for you. Read More

I have a story to tell you about life, perseverance, and commitment.

Life… it is the greatest gift, and I believe in miracles. Read More

Customer Experience and Engagement deserve a different ROI calculation. How do you think it should be done? Read More