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I guess as a blogger, twitter user, and sometime pundit, it’s natural to get into a lot of conversations about the impact of Social Media, and the Internet for that matter, on buying and selling. In the past several days, I’ve had a number of conversations with people all over the world. “How do we leverage social media to sell?” “What should we be doing with social media?” “What is social selling?”I have to admit that I feel a little awkward in these discussions, I don’t by any means consider myself a social media expert—it seems, I’ve just learned how to spell www… Read More

A strong value statement is critical. A weak one is a loud, clear signal for the buyer to press hard for a lower price. (They teach that at purchasing agent school.) Consider the following three scenarios Read More

So why is it that sports teams can trade stars to shift their team and output, but sales teams can't. Or maybe they should, they often end up with reps from other companies why not do it in a creative and proactive way Read More

Instead bringing up the weather or latest article in the Albany Business Review to break the silence, a fairly pragmatic accountant I've known for about a year looks at me and says, What motivates you to get up and write insurance everyday Read More

Why not refer your business acquaintances to your clients when they have a need? Referrals will help your client and your acquaintance and will only make you look better Read More

It’s quite instructive to examine the nature of offerings from the hordes of sales consulting and training firms. The overwhelming majority of them are focused on developing sales skills. Clearly, what sales managers are demanding is precisely that Read More

Words are important in sales! We’re always looking for the right word–the one that best conveys what we mean, the one that will immediately resonate with the customer, the one that cuts through everything else creating great clarity Read More

Most companies think that they have a sales problem, when in fact they have an even bigger problem. In most cases, it’s a lead generation problem. See why here. Read More

As a leader you need to ensure that you are leading the best, anything less should be dismissed. Not to be cruel, your 'C' players should be ignored and encouraged to move on, stick with your 'A's, let someone else work on the 'C' Read More