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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

In this free teleseminar we will not only answers these fundamental questions and eliminate cold calling altogether, we will also show you a set of tools that creates the ability to appear in front of a customer with precise knowledge of the customer’s needs - at exactly the time (or even before) the needs are realized by the customer.

By learning where to find and how to use trigger events, c Read More

Here are some articles found last week that I found inspiring from a cross-cultural and international business point of view. Read More

A short piece on the idea that you cannot make people do anything. If you are not getting what you want, you need to alter your behaviors to alter theirs. To succeed in sales, altering your behavior requires resourcefulness and creativity. Read More

There is a lot of talk about Sales 2.0, Web 2.0, even Buyer 2.0. Is it real or just more labelling or marketing hype. While many Sales 2.0 tools are great for working with active prospects and clients, they seem to lack the ability to initiate engagement, they are much better suited to moving things along. Read More

If you want to achieve your goals, you need to know your why. If you have a big enough why, any what is within your reach. Read More