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Who cares if the salesperson is an order-taker or a hunter? Isn’t the objective to bring in orders? The answer and more on the danger of dead elephants. Read More

Yes sounds good to sales people, but the wrong yes can be worse than the right no. Don't be drawn in by the word, focus on the objective facts. Read More

Order-taker is a derogatory term used to describe a person who has a sales title and job description but does no actual selling. Here are five telltale signs. Read More

In these heady days of social media participation and the demands on your time it is easy to forget to check in with some marketing basics. Especially where increasing revenue is concerned. Here are simple marketing analysis tips to identify opportunities. Read More

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

Queuing up the Yankee ballgame on my iPhone, in hopes of seeing Derek Jeter hit number 3,000, evoked childhood memories of my very first mobile device. My father cashed in wrappers from the countless cigars he smoked to give me the most popular electronic communication device in history. 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