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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

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

If, as a sales pro, you're solving only the easy problems, YOU have a problem. Top execs are working on the toughest of issues. Shouldn't that be your focus as well? Solve the tough problem! Read More

Cold calling is not the easiest of most fun activity at the best of times; here are three things you can do to take some of the edge off a needed task. Read More

More sales books, blog posts, and articles are published monthly than all the material available when my sales career began in 1971. Finding the gems can be daunting, so I was fortunate to find “Lead, Sell, or Get Out of the Way.” Read More

You call on a contact that is an obstacle and roadblock. Going over their head means you alienate a contact that will be crucial to your success. What now? Read More

Buyers' objections can cut both ways, much of that comes down to how the sales person perceives, manages, and leverages them. In this roundtable you get the views of three sales leaders in how manage and come out ahead. Read More

Sometimes we believe that what we need to succeed is new leads, better leads, leads that would be easier to “get in.” You don’t need better leads. Read More