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Sales people need to realize that a pipeline is not a holding crate for everything they come across in the course of the day, but a place to manage real opportunities to close. Rather than having the false comfort of a "full pipe", they should be striving to clear the distractions and focus on closing and refilling the pipe with viable prospects. Read More

Steroids have been in the news this past week with Mark McGwire's admission that he used steroids while playing Major League Baseball in his interview with Bob Costas on the MLB network. Read More

In the end our successes and our failures have more to with what we believe and the actions we take than any external factor. Regardless of the goals and targets set for you, your personal and professional development are primarily your responsibility. Don’t simply accept the goals and targets that are given to you. Read More

It’s About Leadership: Shane Gibson Talks About Sociable! Book interview from Books on the Radio. 30 minute podcast on social media marketing. Read More

It is important that you as a salesperson know your business and the prospect’s business well enough to be able to make improvements. You must be well-equipped and well-informed about your product and service offerings and how they create value for your customers. However, that knowledge can’t be allowed to overrule other possibilities. Read More

Remember that your prospect is the company, not one or two individuals in it. Key roles and buyers are important, but you should also reach out and prospect some non-traditional titles or players in prospect companies, especially other executives. Read More

My wife lost her [old original 2G] iPhone, so we went to the AT&T store in Eagan, Minnesota to buy her a new [3Gs] iPhone. We encountered David Long, one of the best retail salespeople I've seen in a while. Read More

Self discipline is truly the foundational attribute of great performers, including great salespeople. It is this discipline that allows them to take the actions that some put off and most never take. It separates the top performers from the rest of the pack. More often than not, it allows those with less skills and more desire to outperform those with greater skill and less discipline. Read More

Like business commitments, the making and keeping of New Year resolutions is a test of character. This is something too little appreciated today. But it shouldn't be if you want your company to be great. Read why. Read More

Paying commission wisely is a big challenge for business owners and managers. Commission can either drive sales performance, or turn your sales team into a bowl of oatmeal. Read More