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We need to be more accommodating to prospects in how we communicate with them. Read More

Thanks to MRIs, we now know what's going on in the brains of shoppers. Read More

Sometime a bit of truth injected into a conversation with a prospect can dramatically change the direction of the conversation. At times even in your favour. Usually you have little to lose. Read More

But isn't it also very 2009? Read More

As a sales leader you must focus on what you can control in times of crisis Read More

This is part part 4 of the 19 Guerrilla Social Media Marketing Secrets inspired by Jay Levinson and adapted by Shane Gibson (me). Here's today's 3 Guerrilla Social Media Marketing Tips: 9. Amazement — “Tell stories because stories are not boring.” — People love stories, that's why they follow you on Twitter, they are following the story of y Read More

There is nothing more annoying than putting effort in a prospect to then end up following up with no effect, but procrastinating and delaying is detrimental to both the seller and the buyer as it wastes time. You may not notice it but you are expending energy that could be saved quite easily. Read More

The difference between good selling and bad selling in some ways comes down to your objectives and how well they are aligned with those of the client. Read More

Cold calling is described in heroic terms: beating a path to the prized customer; crossing the many obstacles and walls of protection to find the elusive buyer; wrangling and competing against the many other sales people pursuing the same prize. After breathless battle and hard work the sales person... Read More

New to Twitter? Thinking about joining this cocktail party that never ends? Here's a few No-No's to avoid at the start. Read More