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Who am I to argue with General Dwight D. Eisenhower? He made the comment in this post’s title regarding the Normandy invasion. He was reflecting upon how little the actual battle resembled the D-Day plan; a plan that resulted from a truly stupendous effort on the part of the Allies Read More

What’s in it for the customer? From day one of a sales career, the necessity of thinking in that context is crystal clear. Everybody knows it. Everybody believes it. It’s intuitively obvious!!! BUT …sometimes the obvious is not so easy to execute Read More

Silence can have just as great an impact on moving the sales forward as saying something (anything). Sales professional need to get more comfortable with it's powers and here is why Read More

Are you exhausted? …feeling like you have lost your passion? Here’s a list of 10 things you can do to climb out of the rut and get re-energized Read More

The profession of sales is at a crossroads. The Charlatans battle to convince sales professionals that they can succeed without cold calling and without the skill sets that have always enabled success. The Voices from the past continue their struggle against the shortcuts that only build the sales of the Charlatans who sell their snake oil Read More

There is a lot to be said for remembering the past, even in sales it true that if you forget it you are doomed to repeat it. The idea is not to forget the darkness of 2009, but to learn from it, to profit from the knowledge gained.
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I know, I know, you’ve all heard the “ask why five times” cliché over and over and over. Why repeat it again? I’ll tell you why. It’s because of a story I heard just last week from an extremely successful rep with more than 30 years of experience Read More

Here is a chance to get great insight from 9 leading sales bloggers in a unique format. No Tolstoy like things that never get read. 9 words, 125 words describing each, you are ready to go and use in minutes. Less Filling - More Satisfying Read More

Your dream client hired you because of your sales skills and abilities. Now they expect you to deliver, and that means your role, your duties, and your responsibilities require more than just your sales skills Read More

I don’t quite know how to react to the feedback I’m getting on my series of selling with finance blog posts. It ranges from comments like, “Excellent, this is so critical,” & “I commend you,” to “I wouldn’t waste my time reading this irrelevant-to-sales stuff,” and “Sorry, I skipped that post because I don’t understand finance and don’t need to.” There’s not actually too much in between. Seems pretty polarized with vastly more of the latter Read More