Trust is a crucial principle for just about anything—running a company, having a mutual relationship, any form of friendship, marriage, children or parents. And, of course, for sales. Decline of Trust Today there is a marked lack of trust in our culture. But interestingly, back in the mid-1990s, every thought leader in the US (and ... Read Post

How to be a Brilliant Sales Leader in 16 Easy Steps We get besieged with mountains of advice on how to be a good sales leader. A sales leader who practices their craft according to principles espoused by the crowd of academics, consultants, and other self-proclaimed experts. Whereas guidance from pundits can be useful, it ... Read Post

Did you ever wish you had more compelling language when speaking with prospects? Most companies spend very little time, if any, developing their sales message and making sure it works. You’ve spent time developing your website and brochure; you may even have a trade show booth. But how much time have you spent thinking about ... Read Post

I am going to tell a story of how dogs can help you gain referrals… …But first, let me reassure you that this article really is about gaining sales referrals, and will ultimately increase your profits. (Which is why you’re reading this magazine, right?) But I digress. Let me continue with the story. Referrals and ... Read Post

Personality Types in Sales Today let’s take a closer look at different personality types.  How they affect the way someone (inter-)acts in a sales process. As I mentioned in my last two articles, sales has many different shades and facets.  The outcome depends on many different factors. There is no general rule that fits every ... Read Post

Win more Sales! Win-Loss Analysis Moves You to Win-Win Every Time Being in sales is a tough business, particularly when you look at the odds of winning compared to losing. The only high statistic you can count on is pressure from management. This pressure increases stress and leads to an elevated rate of turnover. But ... Read Post

5 Ways You’re Getting Win/Loss Analysis Wrong Time is money. This old adage has perhaps never been truer than today, when all a lead needs to do to get to your competitor is open a new tab on their browser. But, making the most of your time doesn’t hinge on who has the fastest fingers ... Read Post

Empathy in Sales: The Crucial Human Touch The next article in our series on Network Selling covers a skill without which a salesperson just won’t survive in this 21st-century digital selling environment. That skill is empathy. Empathy in sales is crucial. Why is it so very important today? Simple: we’re awash in a giant overwhelming wave ... Read Post