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I was on the phone the other day with a guy who was trying to get me to buy a leads list. Hey “guy,” if you are reading this, don’t bother calling me again. I’m not going to buy from you. Let me tell you why… Then, I'll share some quick and easy tips to use on your next call to win the deal! Read More

Ever wonder what makes sales people great? There is a terrific book that I don’t think very many people know about. It’s called How to Hire & Develop Your Next Top Performer. Although I read it years ago, the ideas I’m sharing today have stuck with me throughout my sales career... Read More

What if I could teach you a Zen-like balance between sales productivity and social media opportunity? Let’s try... Read More

Call me a prude if you will, but I’ve had it with sellers who are totally clueless that they’re going too far, too fast in their initial meeting with me. The worst thing is, they have no idea how their actions are perceived.

Could you possibly be guilty of this promiscuous behavior? Read More

Everyone has heard the mantra, “listen first” when considering your social media strategy. When we talk about social media and sales we have to take one more step–research what to listen to. Otherwise, you will waste too much time listening to useless chatter when you should be knocking down your sales quota.

Here is my simple, 3 Step Social Media Sales Research 101... Read More

Sales managers and executives are constantly trying to figure out if they are going to meet or exceed plan month after month… quarter after quarter. As the end of the quarter approaches, managers call a meeting to figure out what everyone is going to do to ensure they hit their goals. Sound familiar? Read More

I recently heard a business owner complain about how his sales team is trapped in the price driven sale. He says his sales people are submitting copies of competitor invoices and requesting approval on discounted proposals.

It’s unrealistic to think that price doesn’t play a factor. Everything hinges on the prospects... Read More

There are those who say the old school style of selling is dead, “The way we sell has changed.” Then there are those who remind us to “get back to basics.”

You could say that both view points are valid… but how do you know when the basics are still the basics, or...
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If you are in a highly competitive industry, you are always going up against an arch rival that’s chasing after the same business opportunities. They are a formidable foe. Just like you, they are willing to work harder than anyone else, they crank out the phone calls, they are relentless about follow-up, and if it comes down to a price war… they will practically give it away just to beat you... Read More

Salespeople are under a lot of pressure to win new business, so I’ve come up with some ideas to help you and your sales team meet your goals. The good news is your prospects are “hiding out” in some very public places. When you are looking for a way in, look for a project or challenge the prospect is facing that matches what you sell! Here are 3 ways to get the inside scoop and find new prospects Read More