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If your customer is your real friend you will want him to make money — and salespeople can’t make money unless the customers do. Read More

Much of the selling and decision-making in a deal goes on when you, the salesperson, aren’t there. To sell effectively, you need to anticipate these conversations. You need to influence these conversations in your absence. Here are five ways you can make sure these conversations are good for you and for your deal. Read More

There are some very predictable events in sales that need to be dealt with well in advance rather than when they may occur. One is the impact of vacation season on sales decisions. If you know that your decision maker will be on holiday in June, and you sales cycle is 90 days, you need to plan and execute now to avoid delays or no decisions. Read More

Every contact and every communication with your prospect is chance to have a meaningful interaction that will advance towards a sale. Every call needs to have this as the ideal outcome, and it must be something more than simply “checking in.” Use these five ideas make your calls more meaningful. Read More

My take on Ogilvy’s World’s Greatest Salesperson contest. It isn't a service to salespeople. It isn't good for Ogilvy. It could have been done better. Read More

Multi-tasking is not all it's cracked up to be, nice phrase but in reality it is just an opportunity to not complete a whole bunch of things at once rather than getting them done well. Do one thing at a time, do it right and to the best of your ability, and you will find it takes less time than multi-tasking. Read More

Every sales encounter brings the possibility of a breakthrough in advancing towards a sale. But the real breakthroughs are more often found through the long and meaningful nurturing of relationships. Each sales encounter has to be treated as if it might lead to a breakthrough, and it must also be treated as a simple opportunity to nurture and build a future opportunity. More often than not, no si Read More

We're blessed with two nice zoos here in the Twin Cities area. I love going to the zoos with my daughter when we walk and talk and observe and drink in all the wonders of wildlife.

And trips to the massive Boundary Waters Canoe Area Wilderness in far northern Minnesota (and Quetico park in Ontario, Canada just adjacent to it) always produce wonder. There is something about seeing a moose swimm Read More

Want to sell more? Check out this simple, 2-step process that's GUARANTEED to help you sell more, no matter what you're selling. Read More

Becoming the greatest salesperson in the world wouldn't be possible without a little guidance along the path. Where can you get the guidance you need? Read More