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News about Martin Lindstrom on the Today Show, The Sales 2.0 Pro Bowl Team, The Conference Board's Senior Sales Executive Conference in Chicago, the Top 10 Sales Blogs... Read More

Dean Koontz is one of the greatest fiction writers of our generation. But what can his stories of murder and mayhem teach you about sales? Read on to learn... Read More

How do you follow-up with your prospects after your first conversation or after your first appointment? Sometimes we get so tired of chasing people down that we lose focus and take the lazy approach of “calling to touch base,” or “calling to check-in,” both of which bring little value.

Here are 8 follow-up strategies you can use to bring constant value and keep your prospect moving forward th Read More

Great salespeople have the ability to speak well and to convey their ideas and their solutions. This ability in great salespeople is never exercised until they have exercised the even greater communication skill of listening first. Great salespeople listen to understand, and they know that it conveys the even more important communication that they care. Read More

While words count for a lot, in sales as with most things, professionals should be judge by their actions, interactions with buyers, and the results of these. If sales people were not competitive by nature, their companies would not thrive. Read More

Great salespeople have the ability to create high-level rapport with their prospects and their clients. Great salespeople have the ability to connect on a very human level. This rapport is built upon the salesperson’s empathy and their emotional intelligence. These attributes combine to generate trust and confidence, and they are the foundation of long-term relationships. Read More

Sales is about creating positive outcomes for others. In order to create these positive outcomes for others, the salesperson has to have both the desire and the ability to do so. Caring is the desire to create these outcomes, and the force underlying the actions they take to ensure that the outcomes are achieved for their clients. Read More

An open and public discussion with David Brock on competitiveness in salespeople. This is the third of my postings on competitiveness and a response to David’s second post on the same topic. We disagree and we do so without being disagreeable. Read More

These are social media tips under 140 characters that I have posted on Twitter over the past week or so. For those of you who may have missed some, I have put them into an archived list here on my blog. Add your own tips and comments in the comments section if you would like. Here’s my 12 social media tips under 140 characters:

1. Stay curious and you will stay current.
2. Momentum is Read More

Feedback is vital for learning and improving, as much in business as in life.

As one very successful business author once said, “The major difference between the most successful and least successful executives is their level of self-awareness. Successful executives are critical of their own performance. Unsuccessful executives are critical of the performance of others.”

Many managers are Read More