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Sometime you have to dramatically change the course of a meeting in order to move it forward. By asking tough, direct questions, you accelerate things, good or bad, at least you are not wasting time. Read More

Winning deals is about the relationships you have developed, not your solutions. Your success in sales is measured by how well you help others. Read More

The annual planning process is the time of year when pharmaceutical sales executives are asked to justify the cost of their sales force. In light of lost revenue with products going off patent, changes in formulary coverage, and evolving decision makers, sales executives are tasked with difficult d Read More

In a hole? You can only find your way out of the hole when you drop all of the old beliefs that helped you dig the hole in the first place Read More

Here are some the topics we cover:

_ Top Ten Attributes of a Guerrilla Social Media Marketer
_ Guerrilla Social Media Tool # 101 – http://www.backtweets.com (not taking new applications?)
_ Guerrilla Social Media #102 – http://www.twello.com – indexes twitter accounts
_ The Power of Listening Read More

Guerrilla Social Media Marketing – Part 2: In this segment Shane Gibson talks a little bit more about his own use of Social media, spurred on by web expert Stephen Jagger and business expert Mike Dejardins. Shane also share’s how social media can help and hinder branding as discovered by Build Dire Read More

There are salespeople who have the technical skills and behaviors that are right for one strategy but spell disaster for a different strategy. Read More

Chances are, you will have many interactions with your dream clients over time. It is unlikely that your first impression will be what is remembered. Read More

Sales people often have difficulty answering this question, which should not be the case for such an important element of their success. On the other hand, there should be a bit more clarity by what is meant by "average Sales Cycle". Read More

Salespeople and sale organizations are notoriously bad at forecasting. Two questions will make sure you are where you think you are. Read More