Forrester Research predicts "1 million US B2B salespeople will lose their jobs to self-service eCommerce by 2020, accounting for 20% of the B2B sales force." Read Post

Sales reps head into a new year with goals.  Often those goals are all about money.  But what about attitude? I will be the first to admit it when I miss my own personal targets, I am not always positive.  This past year has been a rough one professionally.  Missed numbers.  A start-up not being ... Read Post

In our series on building a house of business, we first covered the numerous aspects of vision, which of course comes before anything else. Now let’s move onto bringing this vision into reality. Where does that begin? The Plans When erecting a building, between the vision and actual construction comes the architectural design, and the ... Read Post

You’ve hired a good salesperson but the reality is you’ve also hired a human being. And even really good human beings bring faults and blind spots that will need to be addressed. (Anyone reading this married, in a serious relationship or raising children?) If you want to know how to be a good sales manager, ... Read Post

The average person sees around 5,000 advertisements a day. Whether it’s online, on a billboard, on the radio, or on television, we’re inundated with marketing techniques from the moment we wake up until the moment we fall asleep. People have adapted. You probably don’t feel like you see 5,000 advertisements a day because you’ve learned ... Read Post

Sales isn’t for the faint of heart.  If it were easy everyone would do it.  To truly excel you need to listen, ask direct questions and be diligent in your follow up.  When a hot prospect goes dark or you need to hit quota, this is the time to be shameless. I don’t mean to ... Read Post

In our last article on the subject of building a house of business , we took up the first crucial factor, vision. We discussed how a vision, to succeed, must become action, and its creator must, above all, persist. Now let’s go into some other very vital elements of vision. Value It’s true of any ... Read Post

Whichever holidays you celebrate and indeed, however you celebrate them, I thought, for some holiday fun, it would be entertaining to share some different and fun holiday traditions from around the world: ?? #10 KFC in Japan – yes for 45 years now Japenese locals have flocked to KFCs across the country to savor the ... Read Post