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You learn the best lessons from the simplest experiences. Here’s mine…

Last night I crashed about 11:00 p.m., never even cracking my MacBook to take my typical final pulse for the evening.

I was exhausted Read More

Want to be a consultative salesperson? I asked Mack Hanan about how salespeople can bridge the gap that exists between consultative selling and being a vendor Read More

OK, sales rep or manager, you tell me what, if anything, is wrong with the scenario that follows. It includes buyers, sellers, partners and value for all involved Read More

There are a lot of people that are counting on you to produce results. Your company is counting on you to increase their sales. Your dream clients are counting on you to find them and help them produce results. Your family is counting on you to secure their present and future. But most of all, you have to be able to count on yourself to take the actions necessary to being someone others can count on Read More

Sales managers can't put themselves above the fray. They should be
involved in all aspects of their team's success, including training.
Read More

Closing the sale is about taking “the next natural step” in the process. Of course, sales people want that next step to happen as quickly as possible. So… why do we do things that slow down our sales cycle? Here are a few examples Read More

I’ll never forget that coffee mug. It was the second year of my sales career, and I had finally submitted a proposal that got me invited to “present and defend” in front the powers that be in the executive conference room of one of my key customers. It sat in the middle of the table. Papa frog, mama frog and baby frog, smiling happily under that goofy slogan Read More

Lots of salespeople are challenged by having to make cold calls. But there are some principles that, if taken to heart and adopted into your practice, can make cold calling a lot more effective Read More

I prefer to spend my time writing about sales, marketing, and management for this blog. It's ground zero for my professional interests.

But today I need to write about blogging. To be specific, I want to write about one blogger who apparently continues to steal others' material in a most brazen manner Read More

Sales is a metaphor for a number of things in life, sports, art, sex, you name it. But in the end when you look at sales as an art form, executed by an artist, you can't help but think that sales is itself a metaphor Read More