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Is it something broad, like "retail selling" or "telesales?" Or is it something specific, such as "Getting customers to see the investment potential in our ABC mutual fund," or "Adding Read More

How understanding your prospects "Risk Lens" is key to driving more sales and overcoming objections. Read More

More salespeople make the mistake of overselling their prospects than underselling. In plain English, they talk their prospect to the point where there is a readiness to buy and then talk them out of that mood, losing the interest and the order after it was there for the taking. Read More

Part 13 in a 28 part series on sales effectiveness. This piece lays out some ideas about building trusted networks to achieve sales results. Read More

It's not just the automakers who start the new year early, sales people do too, you 2010 sales are here now. Read More

The importance of giving first and how your willingness to make the first step in international business networking is vital to your success. Read More

Part 12 in a 28 part series on sales effectiveness based on Kilcullen's original 28 Articles for counterinsurgency. Read More

When it comes to customer service, a small investment in care can make a big difference in results for both the customer and the profits of the company. Read More

A couple of weeks ago I wrote an article titled, “Stop Selling Like You're Walking On Egg Shells!” As usual, I received a number of great comments from readers. Among those comments came one in particular that really stood out. It said— Read More

Number 11 in a 28 part series on sales effectiveness, based on Kilcullen's original article on counter-insurgency. The entry covers the need to avoid knee jerk reactions. Read More