In Sales, More Calls is NOT Always the Answer
"Sales is a numbers game," they said. "Make more calls and you'll make more money," they said. "Keep smilin' and dialin'," they said. They said a lot of things, but who
No More Unfinished Business
If you have not yet achieved everything you want from your business or sales career, take a look at the unfinished business on your to-do list. If you're like most
Marketing & Selling are Not Like Begging
It's the holiday season and this week I stopped by my local Walmart to pick up a few things. As I walked in I noticed a Salvation Army volunteer standing
Getting Referrals Proactively
When your best clients talk to other people about you, what do they say? If you're focused on getting referrals you'll need a good answer to this. And you'll need
STOP: Just Because We Can, Doesn’t Mean We Should
One of the most important lessons I've ever learned in business is that just because we can do something -- either well or poorly -- doesn't mean we should do
Persistence in Sales Can Be Deadly
Persistence in sales can be a valuable trait, but only when we're doing the right things. When we're doing the wrong things, persistence can be harmful, detrimental or even deadly. One afternoon
Can You Create a Need for Your Products and Services?
Most experienced salespeople are at least somewhat familiar with the idea of selling to a client's needs. So how do you create a need when a prospect doesn't already feel
Create a Positive Buying Experience
I had a buying experience or two recently that left me feeling frustrated, annoyed and kind of sad. It was frustrating that people could be so blasé about business. And
How to Be Confident in Sales
Some salespeople in our industry are very good at what they do, but they don't get to do enough of it. They don't get to sell as much as they