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We hear it all the time, “You have have to build value.” Ok— I get that— but how? Most people think that building value is dependent upon statements the sales person makes. Strategic word tracks and value based concepts are important coming from the seller, but what if we could get these value building ideas coming from the buyer... Read More

Not everyone can bring an unconventional view to sales, but for those who can think differently, see things differently, not only are there more rewards, but more fun executing the sale. Read More

I have been struggling with creating a trusted workflow system since 2004, when I started to read David Allen's book, Getting Things Done: The Art of Stress-Free Productivity. As a small business owner with plenty of entrepreneurial ideas, juggling many projects at the same, it's hard not feel stressed now and then. The main goal is to develop Read More

Sales people need to embrace the power of 'nothing', instead of jumping to answer everything, they need to consider if 'nothing' would be a better alternative! Read More

Prospects can smell desperation 10 miles away, and it causes them to run the other way. So how can you avoid despeartion in your sales process? Simple: ask yourself "Why?" Read More

What is the biggest challenge you are currently facing when you are cold calling and prospecting over the phone? Starting RIGHT NOW, I'm running a contest to help YOU improve your cold calling strategies and tactics! Read More

Need a little motivation? Well, better get your butt in motion! Read More

When customers succeed at prematurely ending the sales interaction, the result is no sales. To change the results, increase your Read More

Is sales training something a VP of Sales should deliver personally, be part of his strategic outlook to be delivered by another resource (either internal or external)? Read More

What kind of recovery should we expect now from the Great Recession? This is a key business question of interest to business leaders everywhere. What do you think? To find out what one group of senior business leaders and consultants thought as of September 22, 2009, read this article. Read More