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Cross-cultural communication barriers can impact international sales. One best practice is to invest in a glossary. A good glossary builds credibility and trust. Read More

Have you noticed how we have less time to do everything? Decision makers in companies have less time and less patience so using up what little time you have by going on about your company or what you do is probably a bad idea. Some even have purchasing managers who are there to solve this problem... which poses a problem for the sales guy. How do Read More

While pipeline management sounds good as a concept, does it really help you with execution and overall sales results? Read More

My sense is that it's becoming less trendy to talk about the Law of attraction lately. Perhaps it's becoming a bit passe. I'd like to propose a new law that we should embrace Read More

Jerry Kennedy talks about life, the universe and the state of selling on the Successfool Podcast with Alejandro Reyes. Read More

When it comes to recruiting new salespeople, many hiring managers are at a loss for how to uncover what really makes the candidates they interview tick. Read More

In the question of what you should hire, sales talent or industry knowledge, sales talent wins hands down, no matter what or how special you think your industry is. Read More

Experience and perfection is one of the best ways to sell more. There is a relationship between selling and asking questions. This is an analogy on how to sell more by doing and perfecting so ultimately, you perfect your craft. Read More

There's a cautionary tale for sales people and a recipe for turnaround success in the story of Descartes Systems Group (TSX: DSG). Descartes has gone: from (i) huge success to (ii) almost total failure to (iii) turnaround success (revenue is now up 50% from 4 years ago and profits are 10 fold higher). How did they do it? The answer is ... Read More

Our ability to laugh and recognise humour in all situations is, I think, an important factor in humanising ourselves and enjoying what we do. This article celebrates a year of cartooning experiences and surreal thoughts on the sales world and looking forward to many more. Read More