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While ego and expertise are important in sales, they can also get in the way. The challenge for many is they let pride get In the way of engagement. Rather than asking for and about the obvious, they make assumptions and fail to ask questions that could lead to success Read More

To get into the proper mindset, re-read the title of this post in the most weepy, whiney tone you can imagine. Got that annoying eeeesssssshhhhhh feeling? Good. Because that’s the feeling I invariably get from sales managers and reps when discussing E-Rep for the first time Read More

Sales 2.0 is a set of important tools, tactics, and strategies. But these tools do nothing to help a salesperson or a sales organization that isn’t already well-equipped with the skills and attributes that make up Sales 1.0 Read More

I was an early follower of David Allen’s Getting Things Done (GTD) productivity philosophy. It immediately synced with my observations of what makes sales people productive. Allen’s techniques in personal productivity are most effective with busy people. Sales is a numbers game. Processing high volumes of opportunities–efficiently–makes GTD a bulls eye strategy for sales Read More

There’s been much debate over the role and impact of social media on lead generation. However, after all the pontification it looks like marketers themselves are taking the plunge.

According to a recent Unisfair study of Technology Marketers the top emerging channel is social media for lead generation, with 74% of respondents tagging it as a priority Read More

Decision-influencers can make or break your deal. Dealing with those who would break your deal is a tricky business. But it starts by following three important rules, including not making your obstacle defensive, allowing them to lead with their vision and, occasionally, taking something away Read More

Sometimes it is right to approach the C-suite. And sometimes it is more important to just get in. Truth be told, until you get in, you never really know where the real power and authority resides Read More

Bicycles, Filters, Mastery, and Trust… All part of the 4 Little Principles that Produce BIG Results Read More

Perhaps it’s not politically correct to talk about the role of power in business. We all know, however, that dealing with and wielding power is a day-to-day reality for sales reps Read More

Thinking out of the box is key in sales, everybody talks about it few do it. You can test you "out of the box" abilities, and see if you talk about it or really do it Read More