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Differentiation is in the eye of the beholder, articulating it in the form of questions that will help the buyer see the difference based on their real agenda. Read More

When you have to resort to suing your competitors to regain marketshare, something is seriously flawed with your view of your customers. Read More

The old adage that sales is a numbers game is only partly true. What counts is the number of meaningful conversations you have with your prospects. It's the conversations that drive your sales. Read More

The final in a series of ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on representing the company’s brand vs. representing their own brand. Read More

I have devised a mailing campaign that lasts for 14 days. I use it when I really need to make an impression. There are seven mailers that I send my prospect every-other-day. This two week process gives me direct access to my prospect with all future follow-ups. When I call, I am never redirected by the gate keeper. Read More

Many organizations want to create a sales culture but many also fail at doing so. Today’s podcast covers nine lessons around creating sales culture that I have learned while helping non-sales organizations create sales culture:

1. You need buy-in
2. It’s really about creating an opportunity culture
3. You need to reward people, that means everyone
4. “What gets inspected gets re Read More

It is perfectly socially and morally acceptable to sell to both men and women. No-one is going to question your taste or your moral fiber. You get to spend time with both men and women alike without even questioning your own integrity. You don’t have to choose whether you want to sell to either men or to women – based on your own personal preferences. It’s just part of the job and it’s absolutely Read More

The ninth in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on sales acumen vs. business acumen. Read More

As with all things in sales, it usually comes down to execution, no surprise that it applies to when you choose to change employers or employees. Don't make the move for the wrong reason or the wrong time. Read More

If you really want to have better results in your business, start by finding something you can be grateful for right now. Focus on the good, and more will come your way. Read More