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Salespeople are responsible for managing the outcomes that they sell their clients. If you sold anything even remotely complex, like a real business improvement, it is inevitable that the execution comes with built-in challenges and problems. Despite all of your Read More

A few days ago a blog post from ZoomInfo hit my radar. It asks a simple question: Can Social Media Shorten the Sales Cycle?

Interesting question and my first reaction was, “sure.” However, this statistic got me thinking a little harder: “nearly 60% of b-to-b sales said that current sales cycles were longer than last year.”

How would I coach a B2B sales team that was faced with this trend in Read More

I was on the phone the other day with a guy who was trying to get me to buy a leads list. Hey “guy,” if you are reading this, don’t bother calling me again. I’m not going to buy from you. Let me tell you why… Then, I'll share some quick and easy tips to use on your next call to win the deal! Read More

This post starts a discussion on how augmented reality, smartphones, and GPS enabled devices could be used to influence the future of education. Read More

Bad customer service should never, under an circumstances, be tolerated. You have a right to expect excellent customer service, and it's time to demand that right. Read More

If your customer is your real friend you will want him to make money — and salespeople can’t make money unless the customers do. Read More

Much of the selling and decision-making in a deal goes on when you, the salesperson, aren’t there. To sell effectively, you need to anticipate these conversations. You need to influence these conversations in your absence. Here are five ways you can make sure these conversations are good for you and for your deal. Read More

There are some very predictable events in sales that need to be dealt with well in advance rather than when they may occur. One is the impact of vacation season on sales decisions. If you know that your decision maker will be on holiday in June, and you sales cycle is 90 days, you need to plan and execute now to avoid delays or no decisions. Read More

If you are in sales, front line, executive or in between, you have probably been involved in a discussion as to whether sales is an art, a science, or what specific mix of the two. Regardless of where you are on that issue, the one thing that remains constant is TIME. Time after all is the currency (as in tender) of sales. Read More

Every contact and every communication with your prospect is chance to have a meaningful interaction that will advance towards a sale. Every call needs to have this as the ideal outcome, and it must be something more than simply “checking in.” Use these five ideas make your calls more meaningful. Read More