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I was working with a group of sales people earlier this week. The big complaint was the number of prospects who were on vacation. Everyone is entitled to a vacation. In fact they should be required to take one. A break might have your prospect come back with a fresh outlook that could open the door for you!

That does not mean you can sit back and take time off. It means you need to focus on something productive… something that can long term results. I’ll share two ideas Read More

Selling inside can be every bit as difficult as selling outside. You need to manage your internal team so that you can build a deal-winning strategy free from the constraints that might otherwise cost you your dream client Read More

We all waste time. Sometimes it’s un-avoidable, like cooling your heels in the customer’s lobby waiting to get escorted up to the decision-maker’s office. Sometimes it’s self-inflicted. Ever had “one more cup of coffee” in the break-room or check your stock portfolio during working hours? Sometimes whiling away a small chunk of the day can even be a good thing. If I blow a sales call, five or ten minutes of feeling sorry for myself somehow helps me get back on track Read More

Having a shorter sales cycle is good for a number of reasons, but many take the quest to far. The goal is to have the optimal duration to a cycle, and then concentrate efforts and energy on having ample of the right type of prospects in your pipeline Read More

There are no secrets, no gimmicks, no tips, and no tricks to succeeding in sales. All that you need to succeed is known. The masters in any endeavor have a no secrets, only a far greater competence in the fundamentals Read More

“Life is a long lesson in humility.” James M. Barrie

At 20, I wasn’t humble. At 30, I thought about being humble. At 40, I realized I had a lot to humble about. At 50, I wondered how a guy like me had gotten this far. At 60, ?? Read More

I had a great massage a couple weeks ago. The massage therapist, Shantel, did a great job. But in addition to a great massage, she also did something great that also applies to the art of successful selling Read More

It isn’t enough to do what is necessary to win your big deal dream client. You must also do enough to ensure that you succeed for and with your client after you are chosen Read More

Manufacturing executives said it didn’t apply to them. (They were dead wrong.) Software development executives said it didn’t apply to them. (They were dead wrong.) Business & technology services executives said it didn’t apply to them. (They were dead wrong.) Sales executives, managers and professionals KNOW FOR SURE it doesn’t apply to them. And of course they are right. Right Read More

There are a number of different sales methodologies, techniques and courses, but in the end they are only as good as the execution. Execution - the silver bullet in sales, everything else is just talk Read More