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Don't get drawn in to the summer lul, plan your activities to meet market conditions, not expectations. Read More

Face it, as sales people we can be really boring. We're predictable, and in most cases we sound just like the next guy. Being boring is a guaranteed way to commoditize our product or service and drag our sales cycle out much longer than it has to be. Listen to today's podcast and then do the following: 1) Make a list of all the mediums you Read More

Do referrals work? How do you get them? You've got to have a system! Read More

Think back to some of the best face to face conversations you've had with friends or colleagues. What happened in those spirited conversations? You talked about an important topic that interested everyone. People had definite opinions and feelings about the issue. Each person Read More

Investigative prospecting is about identifying individuals or corporations that are experiencing a certain event that makes them more open to immediately doing business with you. We have talked about sources of sales leads, and even Linkedin prospecting in the past few days. Today's sales podcast is for Day 6 of The 28 Days to Better Selling. I Read More

Yahoo wants to buy some startups, especially social media and smartphone application companies. But would that be the beginning of the end for the startup? Nicholas Carson at Silicon Alley Insider looks at Yahoo's "entire sorry acquisition history" ... Read More

Do you sell more like Johnny Depp? Or Anthony Hopkins? Or Read More

Today's sales podcast is Day 5 of The 28 days to Better Selling and is focused on using Linkedin as a prospecting tool. There are many aspects of Linkedin but today we going to focus on the function that enables us to get introduced to a prospect through a friend. Your assignment today is to connect with three prospects through Linkedin. Ste Read More

Sometimes we are so preoccupied with trying to get or have it all together that we forget to ask for support. When you find yourself obsessing over your limitations, ask yourself where you could get support so that your limitations are not a problem. Read More

No deal is better than a bad deal, plan ahead to avoid the dreaded Yes We'll Take That Deal! Read More