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Do you always remember to thank your customers for dinner? After all, without customers, you don't eat! Read More

electing a domain name can give you a big head start in creating that perfect (sales producing) social media hub.

I have a personal bias towards picking a domain name that means something versus a clever brand name. I like to think this is a lesson learned by hard-knocks, take it from the guy who named his company Kaleidico. It is hard to build traffic to a word that means nothing and sets no 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

True salesmanship in retail is all but disappeared in most sectors of the industry. Customer service and merchandising seems to rule the day at the mall. Not that customer service and merchandising aren't important, mind you, but what about the ancient art of face-to-face selling? 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

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

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