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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

I've had a terrible song in my head this past week. As far as I know, this song only exists in my head. Apparently, it's a tune my subconscious mind created, perhaps out of boredom, or perhaps as a payback to my conscious mind for something it... Read More

Decisions are made in different ways by different people in the same organization. Knowing how to navigate all the Decision Maker's Zone is key to B2B sales success. Read More

A little over a year ago, I started blogging in earnest.  I did it based on relentless urgings from the two guys who have become my Dreamland partners.  I really didn’t want to do it, but they harassed me until I finally gave in.  They told me it would be good for my marketing efforts.  They told Read More

Sometimes you want to be creative in sales, and you are right to be. But other times, you are using it as an excuse to avoid what is difficult. Read More

Having looked at sales people leaving voice mail, the question comes up as to why many people do not return. Beyond really bad messages, why do some people choose to hide behind voice mail, rather than to use it as a productivity tool? Read More