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In sales management, we say: “Don’t buy a dog and bark yourself.” It isn’t a remark about the salesperson. The reason? If you bark, they won’t. Read More

Badgering and pushing a buyer is no way to sell, but the role of a sales person is to close mutually beneficial sales. To do that it is important to always focus on the objective, and what you need to do and execute to achieve it. Read More

Great sales forces are built on great hiring. Salespeople need more than technical expertise an employment history that says they were a sales rep. Read More

Sometimes you need to look at yourself before deciding your salespeople are the problem. After, your people still might not be your problem. Read More

I was having a conversation with my friend, Gary Hart , no not that one—the @salesdujour one, about social media.  Both of us are kind of old war horses, Read More

There is always someone who has something that you don’t have and that you are going to be forced to compete against. It’s your pet impossibility. Read More

Selling should not be scary for either the buyer or the seller. People just need to apply themselves a bit more and be sellers, rather than just dress up as sellers. Read More

Your dream client hasn’t heard of your company, and your company name isn’t widely recognized. Guess what? It’s not what is important. Read More

when hiring sales reps it is important to interview based on actual experience rather than just the individual's outlook or views. Be sure to develop questions that not only validate the person's experience, but also demonstrate how they use their experience to learn and evolve. Read More

Why save your best performance for the boardroom when you could make every sales call a memorable performance? Read More