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With sales targets to hit & seasonal bonuses coming up, we all want the best sales figures. When we work for a company we have belief in the product or service. We believe ours is the best out there and customers would be mad not to buy! Read More

Your beliefs, your ideas, and your experiences are all very important. But they also make up your biases, and isn’t your biases that really matter. Read More

This morning, I was intrigued by a question on LinkedIn.  A person felt offended, a salesperson had criticized the this individual's company.  The individual Read More

By Maria Valdez Haubrich Despite the recession, government contracting has continued to be a lucrative business for small companies that are capable of providing products and services the government needs. But becoming a prime contractor to the government can be complex and confusing, with lots of Read More

Asking for help is often tough. Asking for help in the selling profession is really tough. It's not a sign of weakness, but instead a sign of strength. See why here. Read More

Thank you to everyone who voted, and congrats to all who were named to the Sales Sales Lead Management Association's 50 Most Influential People in Sales Lead Management in 2010. If you have it in you, there is one more would I would appreciate. Read More

Your most dangerous and fiercest competitor has had your dream client locked up tighter than a steel drum for years. Did your competitor make you quit? Read More

A client called me up a couple of days ago with an interesting problem. They were in the closing stage of a very large deal. They had done a thoughtful job of understanding the customer business, their goals, the problems they were trying to address, and so forth. They had made a final presentation Read More

Making a good prospecting call is a lot like a good movie trailer. It need to have drama, facts and emotion to make the target want to see you to learn more. Read More