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When given the choice, trade an unreturned phone message (or a rejection of your request for an appointment) for your reputation and your professionalism. Read More

During a recent interview on the Sales Thinker Radio Show, our guest made a very intriguing statement:

“Many of my references come from those I did no business with.” Read More

It often seems that sales people spend more time getting ready and practicing for a round of golf than they do for key sales meetings. It maybe the difference between success and showing up. Read More

Putting together a model sales week requires that you know your priorities, you get them in the right order, and block the time to achieve the outcomes you need. Read More

It isn’t the prospecting method that no longer works. The game has changed, but it doesn't have anything to do with the prospecting method. Read More

How many times have you heard "our sales people years of experience"; well even when they do, they still need tune ups and refreshing regularly. Dave discusses the needs and the means. Read More

Just because you can do something doesn’t mean you should do it. Thoughts on sales and the temptation of low value distraction over higher value work. Read More

A old colleague of mine commented on the text version of this post. He took exception to what I wrote and said, "Talent is an ability that is the result of process and effort."

I think we’re saying the same thing! Actually, I think my old friend just likes to argue. :) What do you think? Read More

Sales people should view time as investment capital, then look for the best ways to invest. Better choices lead to better returns, i.e., quota attainment. Read More

Instead of making your goal to complete your required tasks, aim for something better than “complete.” Make it your goal and responsibility to make it rock. Read More