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Closing the sale is about taking “the next natural step” in the process. Of course, sales people want that next step to happen as quickly as possible. So… why do we do things that slow down our sales cycle? Here are a few examples Read More

I’ll never forget that coffee mug. It was the second year of my sales career, and I had finally submitted a proposal that got me invited to “present and defend” in front the powers that be in the executive conference room of one of my key customers. It sat in the middle of the table. Papa frog, mama frog and baby frog, smiling happily under that goofy slogan Read More

Lots of salespeople are challenged by having to make cold calls. But there are some principles that, if taken to heart and adopted into your practice, can make cold calling a lot more effective Read More

I prefer to spend my time writing about sales, marketing, and management for this blog. It's ground zero for my professional interests.

But today I need to write about blogging. To be specific, I want to write about one blogger who apparently continues to steal others' material in a most brazen manner Read More

Sales is a metaphor for a number of things in life, sports, art, sex, you name it. But in the end when you look at sales as an art form, executed by an artist, you can't help but think that sales is itself a metaphor Read More

Part of a salesperson's job is to explain things. You might need to explain how a particular feature of your product works, or why the customer's shipment of the product has been delayed, or why your return policy is what it is.

But some salespeople can be notoriously poor at explaining things well.

A good "explainer" add Read More

Change efforts come with their own pain. When the pain of the change effort outweighs the pain your dream client is experiencing, they are likely to keep the pain they know Read More

The first recording of this episode started with the recommendation that all sales reps should start a blog. After pondering a bit on the reasons behind the recommendation though, it became clear that a prediction was more appropriate Read More

PYou have a new desk, a nice chair, and a fancy phone. You have a blank tablet, your favorite pen, and a computer. You have a product or service and a great pitch lined up. You’ve got sales goals written on the whiteboard and everyone’s names–ready to record their contribution.

But, the office is deafeningly quite. How do you get sales lead flowing into a new sales team Read More

As a manager, how do you communicate with your team? Do you have a systematized, reliable process for sharing both large and small segments of information with your employees? Or do you rely on the default communication structure in any organization Read More