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The question as to what makes you different is either the easiest question in the world to answer, or it is the most difficult question to answer. Read More

“Don't tell me how hard you work. Tell me how much you get done.  - -  James Ling

Sure it's a hard-nosed attitude, but is there any other way? Read More

As with any profession, understanding which activities have a positive impact on outcomes, and which are negative is important to track and know. The goal is to eliminate the negative ones which increasing and improving the positive activities. Read More

Your place in the value chain is in helping your dream clients to produce results for their dream clients. You are their competitive advantage. Read More

Create big and meaningful value. Don’t dabble around the edges. It’s not good for you, and it isn’t what your dream clients need from you. Read More

Value-creating, high business acumen salespeople that help their clients generate business results are going to be around for a long time to come. Read More

I read "Have We Been Witnessing The Death Of Professional Selling?" on Jonathan Farrington’s blog. He and I exchanged perspectives, and now I’ve got this “Death Of All Sales Reps” theme banging around in my head. The more I think about it, the more I become certain that sales as we know it is abo Read More

Today's guest post is by S. Anthony Iannarino, Anthony gives us an insightful view of how you can be a nice guy and still win in sales. What does it take to be on the right side in a zero sum game? Read More

Succeeding in sales means that you can’t wait for others to produce the sales results that only you will later be held accountable for producing. Read More

Research shows that the one characteristic that successful people have in common is that they continually set goals for themselves. Do what successful people do. Here's how Read More