BizSugar.com › User › starresults › Voted

Where some see closed doors, other see opportunities. Once you see a client who is in status quo mode, the key is to understand why, and how to leverage it. Read More

“Philosophers are people who know less and less about more and more, until they know nothing about everything. Scientists are people who know more and more about less and less, until they know everything about nothing.” — Attributed to Konrad Lorenz Read More

They have finely tuned and battle-tested objections proven to shut down salespeople and clear their phone lines. Call you must, and you must get through. Read More

I read a lot. In my view, all business people must read a lot. I seek out the opinions of others a lot. In my view, all business people must seek out the opinions of others a lot. New facts and perspectives, combined with all the facts and perspectives already in our heads are the raw materials Read More

As we enter December and the home stretch, it is a good time to see which of the things you commit ed to put into practice at the start of 2010 you were able to accomplish. On the one hand you still have a month, on the other an opportunity to learn and take something from the experience into 2011 Read More

As salespeople, we are driven to make sales. Most of us are paid based upon our ability to do so.

So I don't blame a salesperson who pursues the easy sale. Sales to low-hanging fruit are just as valid as the sales we made to customers who required a great deal of work on our part. But sometimes Read More

You may believe that your calendar is for keeping track of the appointments that you have with other people, with your clients and your dream clients. Read More

There’s been plenty written debunking the Sales 2.0 myth that you don’t need to make proactive telephone calls to prospects. I think we’re all past the failed fantasy that tweeting about our value-creating blog is going to produce the quantity Read More

I had the great pleasure of interviewing Jill Konrath of Selling to Big Companies about her excellent new book SNAP Selling. Read More

“Don't bother just to be better than your contemporaries or predecessors. Try to be better than yourself."
--William Faulkner

I agree! You can't make any excuse when you "lose" to yourself. Read More