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I've written over and over again about the salesperson who talks too much in this blog and elsewhere. Yet, the problem continues. Salespeople have a tendency, I'm afraid, to over-talk. Read More

Steering is a very valuable activity, whether driving a car or driving a career. But steering won't work if Read More

Recession, recession, recession! That seems to be all we hear anymore. Well, enough is enough. It's time to take our personal power back! So what's a business owner or entrepreneur to do? Get on the "I'm Quitting the Recession" Bus, that's what! Read More

@gerhard20 declares: Ditch the pitch, We are in a conversation economy. The sales pitch is dead. I'd love to believe that, but let's look at some data..... Read More

Price, the eternal boogieman for sales people is and always will be an issue in sales. It is up to the sales professional to manage and deal with it, in B2B sales it can be overcome. Read More

After a brief hiatus, the Motivation 101 Blog is back! Find out what Jerry Kennedy has been up to and why he has a new passion for getting you moving. You might even find the inspiration you've been looking for! Read More

Who calls a TV a "television" anymore? Or a phone a "telephone" or a fax a "facsimile?" Or who calls pants "slacks." If you do, stop. It makes you sound old. And out of it. Read More

Many sales people tend to focus on establishing a relationship with prospects who end up being their Friend but not their client. Is that a sound approach? Read More

Though many small business people will at first need to sell their own products or services there may come a time when hiring sales people will become a necessity. When that day comes, how can you separate the good from the bad and figure out which candidates are right for your business. At New School Selling, Steve Clark suggests 10 top mistakes Read More