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Sales people know that questions are the key to success, but they often fail to ask the hard the question that can really make he difference, both for the buyer and for them vs. their competitors. The sad part is that these limitations are self imposed, rather than forced on them by the market or the buyers Read More

If you are getting too many “no” answers, part of it may be your approach. If the prospect buys what you sell and isn’t disqualified for some other reason, then you have to go for yes. Going for yes means learning to create value on every call, learning to differentiate your offering, and learning not to accept the Test No Read More

Some sales ideas are detrimental to the health of your sales results. Other ideas are critical and deserve to be heard, debated, refined, and adopted. Here are five sales ideas that need to die and f Read More

Do you ever feel like your business is lost in the ocean of social media?

A few months ago, Brian Smith, Founder of BizBrag.com, called me and said, “Doyle, I want to work with you to make an inve Read More

We have a love/hate relationship with our sales careers. At one moment, we are proud of our accomplishments and celebrate the relationships we have built with our customers, and the next moment we d Read More

There is the old saying that when going gets tough, the tough get going, well that applies in sales too. Anyone can take an order, it takes guts, strategy and the ability to execute to overcome chal Read More

You only have one chance to make a first impression. How you open your sales call is every bit as important as how you close it. Use these guidelines to write an opening script that defines you as a Read More

I bought the iPad about three weeks ago, hoping that it would be a device that fit soundly between the iPhone (which is an awful web-browsing and content creation experience) and a laptop (which is c Read More

Whenever I give speak or give training on using social media for sales this is invariably one of the first things I get from the audience is, "How Do You Find C-Level Executives on Linkedin?"

Sa Read More

Many sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important Read More