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Part of a salesperson's job is to explain things. You might need to explain how a particular feature of your product works, or why the customer's shipment of the product has been delayed, or why your return policy is what it is.

But some salespeople can be notoriously poor at explaining things well.

A good "explainer" add Read More

Change efforts come with their own pain. When the pain of the change effort outweighs the pain your dream client is experiencing, they are likely to keep the pain they know Read More

The first recording of this episode started with the recommendation that all sales reps should start a blog. After pondering a bit on the reasons behind the recommendation though, it became clear that a prediction was more appropriate Read More

Sales people with short attention spans often need instant gratification. Sales managers are the same way… pushing to, “get something to close… anything… today!” If they don’t experience the immediate hit, they start looking for a better way.. Read More

One of the hottest topics in the sales community right now is lead generation. Not just the big marketing programs that your company runs (and you rarely get any good leads from), but personal lead generation. Marketing efforts that you can start, manage, and see results from without any significant investment of time or money Read More

PYou have a new desk, a nice chair, and a fancy phone. You have a blank tablet, your favorite pen, and a computer. You have a product or service and a great pitch lined up. You’ve got sales goals written on the whiteboard and everyone’s names–ready to record their contribution.

But, the office is deafeningly quite. How do you get sales lead flowing into a new sales team Read More

As a manager, how do you communicate with your team? Do you have a systematized, reliable process for sharing both large and small segments of information with your employees? Or do you rely on the default communication structure in any organization Read More

The law of supply and demand is one of those things we sales types ignore at our peril. Think about it in terms of finding vs. capturing vs. creating demand and how you get paid for each. Read More

Is the debate on sales being art or science limited by the fact that science has little similarity to sales. A better comparison would be music or another art form, where you can look at the classics vs. the modern, and the constant back and forth between the two Read More

Higher activity levels produce greater results when you are engaged in the right activities. Then it becomes a question of sustainability… and that sustainability is directly related to ROE Read More