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Presenting well, telling your story of your future together with your dream client means a focused presentation and that means a focused needs-analysis. Throwing the kitchen sink at them isn’t a viable strategy, and you shouldn’t expect it to win Read More

If customers can find the information they want using a Google search, why would they ever contact a sales rep? If it’s accessible via Google, they don’t need you. In fact, if it’s accessible via Google or from your website or from a competitor’s website, they don’t want you. They’ll correctly assume that all you’ll do is burn more of their time, and there’s not enough of that to go around as it is Read More

Demonstrating value to a buyer is the starting point. To win sales and customers today, you need to be able to demonstrate and deliver impact for a buyer to take action Read More

Most salespeople, if they are guilt of anything with the dream clients, it is under-communicating, not over-communicating. Clients want to spend time with you, but you have to make it meaningful. Here’s how Read More

Value propositions are great, but still have to be used with care. You want to ensure that you are using them to build and communicate value, not as "pitches" Read More

As dads we often struggle to balance our time between family and work. We get wrapped up in our pursuit of career success. It stems from an overwhelming desire to be a good provider. We get home tired… our attention span stretched to the limit.

Sometimes I question myself… thinking, “You’ve got to work harder to be a better dad.”

My wife and kids always find the perfect way to put things in perspective.

My girls gave me this list of 100 Reasons Why We Love You Daddy! It’s funny… some of them are repeats, but I share all of them with you because I know many of these apply to you also.

It’s the little things that make a big difference. We don’t have to be perfect, we just have to be.. Read More

Sales professional is someone who invests in his knowledge, who reads magazines and web portals dedicated to sales people and attends seminars and conferences. A sales person who follows the trends understands how essential it is to improve him personally.Professionals are ones they know how necessary this is to start selling more. And of course – they are the ones who are earning more Read More

Many sales managers try to badger their salespeople into performing by demanding that they achieve specific outcomes. Instead, they should create and manage a good sales process Read More

A trigger is a need to buy, an event that pushes you to buy the product right now. Not six months or a year down the road, but now Read More

The old saying is true: Readers are leaders. If that's the case, though, why do so many people neglect this habit? And how can you get started Read More