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There are some sales processes that are less than they should be. This is especially true when they ignore the great principles of effective selling. Read More

As in any new year we look at the things we want to have more of, and things we want to see no more of. This month the Sales Bloggers Union, say Good-bye to a number of sales related practices. Read More

It came down to a competition, and you were, sadly, bested. Your dream client has told you that you were the runner up. What now? Read More

If your dream client is not dissatisfied, they are not going to be compelled to dive right into a huge change initiative. When no dissatisfaction is present, it is your job to create it. Read More

Last week I announced that I made the leap to return to full-time sales coaching/consulting. I’ve been overwhelmed by the positive response and am incredibly appreciative of all the good wishes and support. So, THANK YOU! In the post I Read More

It's time to stop making plans, promises and resolutions to improve your B2B sales in 2011, and time to start DOING...
This is a simple, sensible checklist of action items you can begin TODAY that will improve your sales performance.
Take five minutes to visit http://ideationz.wordpress.com and g Read More

Presentation skills for business people and engineers

You may need to be able to explain yourself to customers, buyers, other business people and engineers.
Your goal is to make your presentations; Clear, convincing and memorable:

Your goal as a communicator is learn how to: Structure your Read More

A couple of weeks ago, I was on a panel with a number of peers. A couple of the panelists suggested the majority of companies they worked with had no sales Read More

Customer 2.0 is not waiting around for a sales person to get back to them with information, they are online looking for answers from people outside of your company within their own social networks and generally searching for people they should be in contact with. The trick (if you want to call it t Read More