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The customer just made a bad decision!  I hear this all the time from disappointed sales people, it's always just after they learn they have lost a deal.  Read More

Persuasion---it's important to sales.  It's important to business.  When we want to change something, we can't do it without persuasion.  Read More

The other day, I wrote about how my manager coached and trained me to be a better sales person. In the article titled 5 Questions, I described that in every deal review, she would ask me the same 5 questions. Initially, I didn’t have the answers to those questions, but not wanting to appear to be Read More

The phone rings, it's a concerned executive.  After pleasantries, we get down to the issues.  Usually it goes something like this: Read More

When I started my career in sales, I had the privilege of getting some of the best training available in selling--IBM's Sales Training program was a combination Read More

My friend Skip Anderson wrote an outstanding post, The Race To Sale Competence, A Case For Sales Training.  He raises a critical issue: As sales managers, Read More

Everyone in sales knows that it's important to know your customer.  Sales people keep all sorts of information, both on individuals and the enterprises.  Read More

I have to admit to being a little bit more than impatient--my wife says I have to be more tolerant.  But there are conversations that just drive me up the Read More

This past weekend, we went to an amusement park.  One of the rides I always enjoy is Bumper Cars.  At this park, the ride was set up differently, there was Read More

Disaster struck this morning, went to the office and the network was down. Technical guy that I am, I went through my diagnostics, called my ISP and started yelling at customer service (It always seems to be their fault). Ooops, turns out my router was the problem, had to go get a new one.
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