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One of the great things about sales is the basic need for constant learning and adoption of new skills. However many people in the trade get to a point where they trail off and coast with the market Read More

Sadly, customer engagement is being ignored in so much of business-to-consumer selling that in many respects we have nowhere to go but up. In many sectors of B2C selling (not to mention marketing and Read More

The strategic opportunity review is a great tool for helping to build a deal winning strategy. But spending too much or too little time resolving concerns can result in lost opportunities that otherw Read More

Everyone knows that the top 20% of salespeople generate 80% of the results. This is a surefire plan to not be bothered with the pressure of getting results or having to carry the bottom 80%. Here’s h Read More

With the right contact strategy, you don't have to worry about how many times you reach out to a prospect, you can focus on the Right time. Without timing and the right message, you'll be forgotten Read More

ales effectiveness is a tricky blend of autonomy and discipline. It is a combination of art and science, and effectiveness means you need to when to exercise each. Effectiveness is striking the right Read More

Social selling seems like a silly label to put on any sales concept. Any sales person’s natural reaction would be, “no kidding.” Many of your “fluff” meters just sounded the alarm. And my battle hard Read More

Where are you "headed"?

A couple of years ago, I had this “Sales Taxi” idea pop into my head. It carries a double-meaning... Read More

Everyone wants to keep their clients, especially their key accounts. But not everyone deserves to keep his or her key accounts. Do you want to create loyal clients? Ask yourself these questions (no lie, this is going to sting a little . . . maybe more than a little). Read More

Everybody talks about how important listening is in sales, but the real measure is how well one understands. Most sales people practice selective listening, which does not always lead to really "hearing" and understanding the buyer and they buyer's objectives. Read More