When you’re vocal and visible, and you’re putting your business right out there on the internet and social media, you invite quite a lot of attention from people selling things. I’ve made my living (as well as my profession and my business) from the sale of products and solutions. I’m actually quite receptive to sales ... Read Post

It’s the information age. So it is hard to believe that sales managers and salespeople still utilize outdated methodology and ideas. Salespeople arrive at meetings with more focus on closing than on engaging in real conversations. Sales managers still teach overcoming objections and trial closes. All of this leads to superficial, guarded meetings with prospects. ... Read Post

There are lots of great reasons to use humor in your sales pitch. A funny story, joke, quote, or prop can engage your prospect, add welcome lightness to a heavy subject, and increase audience recall. Yup, humor can be a great….when it works. And when it doesn’t? Few things will suck the confidence out of ... Read Post

What happens when one of the big accounts we’ve come to count on for sales becomes a variable client that we can no longer count on? Read Post

When I was researching the book Own It: Redefining Responsibility – Stories of Power, Purpose & Freedom, I had the opportunity to interviews CEOs, leaders and business owners about their cutting edge and innovative strategies to attract, retain and fully engage top talent. You would have to be living under a rock these days not ... Read Post

A couple of weeks ago, I happened across an interesting Forbes article that referenced LinkedIn. I happen to be a LinkedIn power user, so I thought I’d add my personal thoughts. The article read, in part: Very few people will ever see your resume, but millions of people can see your LinkedIn profile right now! ... Read Post

Opportunity cost is the investment your company must make to achieve a sale, and it has a bearing on every company activity associated with a sales cycle. It is applicable equally on the higher level of entrepreneurship as well as at the level of the sales force—which of course includes sales reps and sales management. ... Read Post

Exceptional salespeople recognize that they have dependencies and that their success depends on the performance of others in the delivery chain, particularly customer service. But in my experience engaging the frontline service team as a regular source of customer and market information doesn’t occur often enough and is not seen as a particularly high sales ... Read Post