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For a real international sales advantage, you need to understand your international client at their own level, on their own terms and have an understanding that is deep enough to be meaningful. This means that you need to dig deep to understand the reasons behind any questions that pop up... and put your own cultural filters aside. Read More

Welcome to my Guy Kawasaki advice mash-up - my take on Guy's advice for entrepreneurs and CEOs that he offered during a couple of recent talks. These are ideas that can help you get your company's 'ducks all lined up' and your organization 'firing on all cylinders'. Read More

Let's imagine your customer has just purchased a new barbecue grill, or an entertainment center, or a sunroom. How should the salesperson handle this engagement opportunity? Read More

Success in creating a truly collaborative sales environment is determined by outlook and customer focus to drive success. Read More

Prospects are influenced by the subtle verbal and non-verbal behaviors of the salespeople they deal with. Read More

This is a great time of year to reconnect with all the no decisions or lost deals from Q1. You know them, now just call them to see things are. Read More

I often read and hear about how selling is, or should be, all about the customer. And I agree. It is mostly about the customer. But it's also all about Read More

Okay, so you hire a new employee - one who has, let's say, ten years of applicable work experience. They show up at work and your number one goal is to get them up and running as quickly as possible Read More

It is easy to put more focus on the method of forecasting sales results rather than the putting the focus on the purpose of forecast which to drive activity, accountability and execution. Read More

Looking at some myths and rumors around sales and sales people. Read More