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The sales process is a non-linear. It is the salesperson’s duty to advance the sale from one stage to the next, but not to ignore the needs of their client or their client’s buying process. Sometimes this means going all the way and then backtracking to pick up the pieces in between. Read More

Honesty and integrity are defining characteristics of successful salespeople. The fact that they are table stakes doesn’t mean that aren’t part of the client’s evaluation and selection process. Read More

For sales success to mean anything, we have to be given the opportunity to fail. The more we have the opportunity to fail, the more lucrative winning at sales can be. Celebrate sales failure. Embrace it. Commit to failing, because you can only succeed in a sales career if you also have the ability to fail. Read More

In sales trust is a must. While it may take hard work, the pay off is as rewarding as the punishment when it is lost. Read More

Find out how the Social Media Success Summit 2010 can help your social media marketing success and what social media tactics you can learn at this virtual event. Read More

Sales managers and executives are constantly trying to figure out if they are going to meet or exceed plan month after month… quarter after quarter. As the end of the quarter approaches, managers call a meeting to figure out what everyone is going to do to ensure they hit their goals. Sound familiar? Read More

No one likes to be micromanaged. But being successful and doing quality work require that you micromanage yourself, keeping yourself on task and focused. Read More

Even if you change nothing about the sales process (which I very much doubt), it is necessary from time to time to review your sales process, to take an inventory of what is working and what isn’t, and make adjustments and improvements. Give your sales process an expiration date. Read More

With spring in the air, it is time to open the windows and let some fresh air in, and clean out winter's rut. Same goes for your pipeline, get rid of the trash the clutter, and bring in some opportunities that will grow nicely over the next couple of months. Read More

Laugh and the world laughs with you; weep and you weep alone. How can this phrase help you become the greatest salesperson in the world? Read More