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Only this time, it is on a GRAND scale and our tools are infinitely more SOPHISTICATED. The neighbourhood is in the hundreds of thousands and the tribe is the WORLD. The potential is EXPONENTIAL, but BE warned; it can destroy as well as create. Read More

My friend Joe Frio from the SalesRoundup Podcast called and invited me to make another appearance on his show. Joe suggested a great idea, “Ask my readers to come up with the discussion questions!” Read More

Building goodwill in sales will help build relationships that will endure trying times and build long term value. Read More

For too long sales forecasting inaccuracy has been argued away as being a part of the status quo. 'It's always been like that' is a common explanation. Finally, there appears to be a debate that centres around improving accuracy... however, how this is achieved is being keenly contested. At least there is a debate and we can now move on from Read More

hard work, selling, sales, bitter pill, prevolv Read More

Knowledge and ability mean nothing without action. With the credit crunch and the recession biting hard, sales people and business owners alike are becoming increasingly despondent and shying away from picking up the phone to customers for fear of hearing another no. Now is the time to pick up the phone and stay close to your customers. The com Read More

Sellers often get caught selling on price, and it is usually them who put price on the table not the buyer. They should be focusing on the real factors that impact the decision, and price is usually not at or neat the top of the list. Read More

Sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers make all types of mistakes. This is the 3rd in a series of coaching pitfalls that mangers s Read More

Once you have a process for qualifying leads, and you have a list that has gone through the process, don't rethink, follow through and engage. Read More

2009 I almost half over. Isn't it time you take a realistic look at you? Read More