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How to nurture a relationship with a potential referral partner so that you are the one they recommend when asked. Read More

If you don't know what they are, how can you expect your customers to know? Read More

During tough economic times, customers go bargain shopping. You have two choices. Compete on price and watch your margins go down the toilet, or defend your prices by showing the customer that buying on the cheap is a false economy. Here's how. Read More

One of the best U.S. Presidents, in my opinion, was James K. Polk. Polk serves not only as a model for presidential greatness, but also for anyone trying to achieve success in their own life. Perhaps no other president, other than possibly Lincoln, accomplished so much in four years. Read More

Objections aren't something to be "overcome" according to the author. He suggests that sellers work their way through objections by clarifying them. Furthermore, if conditions are met by the seller, he has to know that he'll end up with an agreement. Read More

Podcast with Karl Goldfield and Jeb Blount Read More

I have deemed it so! Will you join me? Read More

When you try to sell to everyone your efforts are too broad. You aren't focused and you soon are faced with failures, because you are wasting time trying to sell something without understanding the value in other people's eyes - or even whether they are truly a good fit for your product or service. In short, you aren't qualifying companies/indivi Read More

Sales burnout can be one of your biggest enemies when working in a sales capacity. Fear not, however, because just about every salesperson or sales manager has dealt with this problem on some level. Read More