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How to qualify prospects by measuring them to see if they would qualify as a prospect makes great business sense. Read More

The old saying says, "Sell the sizzle, not the steak." But sizzle won't move steak out the door. What will is the Read More

When dealing with inputting systems into a company what is your thoughts on being trained? Some consider that because they are computer literate they shouldn't need training because a system should be easy to use... I agree, which is why training should be about using the system to help improve your sales process, practices and methodologies Read More

A good listening strategy needs to part of a complete questioning approach to sales. Read More

Today's social media podcast is on Integrating Social Media into Your Sales and Marketing Process. I will discuss the Social Media Matrix that Stephen Jagger and I developed for Sociable! as well as the 7 Steps to Strategic Engagement and Integration which are: 1. Identify Your Goal 2. Identify Your Target Audience 3. Pick the Right Read More

Sales presentations should be all about the client - not you. Read More

One of the most powerful obstacles to innovation and success is fear. Fear of the unknown, fear of what's ahead, fear of failure. It's easy to be paralyzed by fear in any capacity, but in our work — especially for business owners — it can stifle innovation, growth and success. Read More

Social networks, there's a lot of them out there and you're being invited to participate in new ones every day. There's MySpace, FaceBook, LinkedIn. There's eCademy, Plaxo, Ning, Bebo, Friendster. Jaiku, Orkut, Tumblr, and more than I can mention here. The question is, which ones do you use? Which ones are the most important? It depends on who Read More

As some may already know, I was once upon a time social media sceptic. While I could see a distant value in using these tools, I remained unconvinced as to how an old fashioned sales gun like me - could generate real B2B sales using social media. If I was sceptical about social media in general, I was entirely sceptical about Twitter. It appear Read More

The author breaks down the elements that help sellers develop trust and credibility with prospects. The point is made that in the absence of those, sellers can not engage in meaningful conversations and a sale will never happen. Read More