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It’s tough out there. Yeah, the economy seems to be recovering a bit, but it’s still pretty ugly. Seems like a lot of the folks I interact with feel like this is the “new normal” and that the economy will continue to stumble along for years and years. Read More

Some sales people get to distracted by superficial things, while failing to dig down and get to the real facts. Just as you can't judge a book by its cover, you can't win customers by staying on the surface of the issues. Read More

There is a difference between a check close and a real and meaningful dialogue. The difference is your intentions. Read More

There is a powerful way to create value for your dream client while influencing them in the direction of giving you more of their time. Read More

In this week's guest post by Dan Waldschmidt, Dan looks at why and how we've become a generation of retarded under-performing sales semi-professionals. But don't let the title full you, Dan delivers some fresh insights worth taking on. Read More

We are sometimes guilty of believing that because we have generated results for other clients with a solution, that it is right for our next dream client. Read More

Implementing something new, be it KPI's, CRM, or sales process is good, but it is not the same as successfully executing. To do that you have to create and Execute an objective based plan with measurables and deadline. Read More

Enough with the working smarter. You are smart enough to succeed. Trying harder in sales sometimes means you simply have to work harder. Blasphemy? I know. Read More

Recently published research suggests that the average tenure of a sales manager is now just eighteen months! These are pretty alarming findings, and during the course of this sixty minute debate, we not only intend to discover the facts underpinning theses results, but also discuss how management i Read More

Customers are a demanding bunch. They have to be because of the intensity of the competition they face and the fact that their customers are just as demanding. It puts a sales pro who genuinely cares about the customer in an odd situation because…

They don’t care about you. They don’t care about Read More