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The most widely accepted definition of a qualified sales opportunity is a decision maker with a budget to purchase a product or service. But are all sales opportunities equal? Are identical offerings to two different buyers equal in value to the sales rep? Read More

Selling well means obtaining commitments. They include the post-sale commitments that would allow your solution to succeed in producing the results that you sold. Read More

Here’s the chronology:

* 11/25/04 – Initial telephone contact with company president
* 12/17/04 – The one and only face-to-face meeting (…with the president mainly, plus a brief conversation with the founder)
* 12/21/04 – Original proposal for a Sales Excellence Council
* 01/1 Read More

It is not often you have a chance to give and take at the same time and have everyone benefit. Here is your chance to learn from 35 of the world's leading sales experts in world's largest online sales conference, with all the proceeds going the relief effort for the victims of Japan's devastating Read More

Cold calls, email blasts, webinars, etc. – all designed to attract interested buyers. We were looking for the proverbial nugget of gold – a prospect with pain and a budget.

But in this age of empowered buyers, where an executive can do his own research ad hoc – that strategy is growing Read More

To deliver for your operations teammates in the way that you want them to deliver for you and your dream client, you owe them a great handoff. Read More

Buyers would love to keep us sales professionals out of sight, tucked away behind our keyboards. Buyers have pushed sales out of the first 70% of the buying cycle because we allowed them to. We are viewed as the enemy, the opposing team. Even when the buyer wants or needs our products and services, Read More

Are there gaps in your skill set? Well, of course there are. All of us have gaps. Some of them are not so harmful. Some of them though, need to get filled.

Are your technology skills up to snuff? Do you really know enough to create, deploy and effectively use an e-Rep? Read More

There is no such perfect list of dream clients. The time you spend trying to acquire the perfect list is time that is better spent prospecting and qualifying.
Read More

As with voice mail, e-mail is not going away and sellers will need to learn to deal with. This video looks at some fundamentals that will lead to improved results using e-mail as a prospecting tool. Read More