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Critical question: Would a CEO, CFO or C-Whatever-O rather talk to you about features, benefits, price and discounts or an ROI of 78% and $486 grand of positive net cash flow Read More

The tasks of everyday life require good eyesight.

Thankfully, my close-up eyesight is quite good. I can read my morning newspaper, see my breakfast eggs, and clip my toenails without any problem whatsoever (rest assured, I don't do all three at the same time).

But thanks to my nearsightedness, I can't se Read More

In sales, your efforts don’t always line up neatly with the results. But the effort you expend helps you to increase your effectiveness (if you let it) and to produce your future results and opportunities Read More

It is hard for a rep to be productive when they are constantly asked to do things other than sell. Sales leaders need to empower sales rep to turn down non-sales tasks regardless of who in the organization is asking Read More

Are you seeing all these posts about how we are at the "halfway mark?"

The sales articles you are reading may be misleading. Read More

OK, fine. I’ve become a (possibly annoying) evangelist for the notion that “Every H-Rep Needs an E-Rep.” That is, every human rep needs an electronic alter-ego to supplement his or her never-ending, always-more-demanding responsibilities. More food for thought below. Am I right Read More

Generating sales results is the results of how we invest our time. Taking an inventory of how you invest your sales time is the first step to improving how you invest your time, and clearing the calendar to spend more in sales-related endeavors Read More

To excel in sales (or anything else) requires the lifelong pursuit of mastery. Your personal and professional development is your responsibility. If you would be great, you will take responsibility for your development and not wait for you company to do something for you—or to you Read More

Your SPARKLE words should always include some kind of specific, value-perceived offer . . . something your prospective sales leads (individuals or organizations) can get in return for responding to your marketing message, along with a description of what step or steps need to be taken in order to “cash in” on the offer Read More

The knee-jerk response of any self-respecting sales rep or manager is an indignant, “Of course I’m a change agent!” But, as anyone with a complex sell cycle knows, the biggest competitor is “do nothing,” and the underlying reason is the no-guts, change-resistant customer. If a sales rep is a change agent and therefore an agent of change, how can this be so Read More