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It’s easy to see the sales process as linear and horizontal. But there are points in the sales process where there the sales process needs to be illustrated as being both horizontal and vertical. Read More

People need to better appreciate that their country's stock & commodity exchanges are hugely important macro-economic mechanisms for efficient resource allocation that help insure their continued prosperity and sovereignty - NOT something that should be open to foreign control. Read More

There is only one sustainable advantage that creates a long-lasting edge. That edge is your non-stop, never-ending, continual and continuous personal development. Read More

Selling business-to-business and major accounts is about producing long-term results. But your long-term success requires you to focus on the short term. Read More

In today's guest post Brian Jeffrey looks at how to become findable. If you want more prospects, move from cold calling to reverse prospecting. Being findable and getting people to remember to find you — reverse prospecting — is the way to go in today’s busy business world.

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Dealing with personal issues can take you out of your sales game and destroy your results. Here are few ideas about how minimize the effect of personal issues on your sales game. Read More

A dilemma many hiring managers face is what to hire for an involved sale, a product person, or someone that can sell but has little product knowledge. In the video I discuss which I feel is easier to train and makes for a faster pay off. Read More

A great discovery sales call is a work of art. But the very best needs analysis sales calls go far deeper. Real understanding comes from asking “why?” Read More

In today's guest post, Arthur Gould looks at the role of questions in increasing sales. Art outlines methods and attributes of key questions.
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From time to time, you may come across an opportunity that requires attention from someone higher up the org chart for your dream client to give you a commitment. Read More