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In our latest post on the Dimensions of Trade, we now move into the 4th dimension: the mobile society. It is a change that is still in progress, but we see more and more evidence of it every day.

Social media will not sell for you, it will not compensate for your shortcomings as a salesperson, and it will not allow you to abandon all the hard work and preparation that distinguishes a successful salesperson from an also ran.

Trade plays a key role in sales, and it is of great benefit for anyone engaged in any level of sales to learn the fundamentals of trade. It is also of great benefit to understand how trade has evolved–for every evolution in trade has had a profound impact on sales. Like any endeavor, trade has ...

People tend to hold the notion that salespeople are “born.” That’s a myth. Here’s the reality: There’s no such thing as a “born salesperson.” People are born one of two things: a baby boy or a baby girl. Salespeople are made. They are made through trial and error, commitment and an unwavering dedication to learning ...

Don't look for magic bullets or quick fixes, take carefully thought-out steps to get sales back on track, starting with this important step:

21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating. For those of you that are new, whenever I read a new book, I read it with a pen in hand and I fold over the corners of those pages with high ...

It is of great benefit for anyone engaged in any level of sales to learn the fundamentals of trade. It is also of great benefit to understand how trade has evolved--for every evolution in trade has had a profound impact on sales.

Some salespeople use a potential customer as an audience to try and impress with their product knowledge and what they believe to be their scintillating interpersonal skills. They talk, and talk, and talk about their product pausing every now and then to appreciate the wisdom of what they have just uttered. This 1-way deluge of ...