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E-mail continues to grow as an effective prospecting tool. In today's guest post, Kendra Lee offers up 5 ways you can maximize you efforts and results with e-mail. Read More

It’s not defying conventional wisdom or taking a new and revolutionary approach. This is a different metaphorical box. It’s the one that others would lock you in. Read More

Part of me hesitates to post this post because it’s point is so obvious. Read on and you’ll see why I decided to go ahead.

Let’s say you’re in the process of buying a car …or a boat …or a refrigerator. You ask the sales rep what value their company provides to their customers. The answer you Read More

When sales people don't or can't do something, they rationalize it by dismissing it's importance. But to improve, you need to deal with things to overcome, and sell better. Read More

One of our daughters moved this weekend from a large house with four roommates. Only she and one other person cleaned the vacated home. I quipped, “Imagine if we could rate your roommates online with short reviews like Zagat and Yelp.” Then I wondered why organizations do not have transactional cus Read More

You might think that your company is a manufacturer. Or a service organization. Or a solutions provider of some sort. You are none of these things. Read More

You may know how to put the train back on the tracks, but unless your client knows what you are doing, you aren’t doing anything. Read More

Creating a tactical plan for sales success is not as difficult as some make. A simple way to start is to work backwards from your objective, weigh options, and then stick to you execution plan. Read More

Technology companies are constantly innovating and making improvements, large and small. You should do the same. Read More

Closing sales is rarely the real challenge or anything resembling a realistic self-diagnosis. It is usually one of two major issues. Read More