The new year is fast approaching. Is your organization set up for success? Are you prepared to leverage the sales trends experts predict will be big in the coming year? Or are you unwittingly putting your company at risk of falling behind with outdated methods, strategies and technologies? If you want to perform at your ... Read Post

On what he loves about SalesPOP! and sales itself, advice for new sales managers, why sales managers and salespeople really do need to believe in their product or service, what kinds of plans a sales manager should have in place for achieving goals and quotas, and how a sales manager can get their team truly ... Read Post

Unfortunately, many people associate selling with a negative experience, where somebody is trying to talk us into something that we don’t want or need. That is why I have been on a mission to elevate the reputation of sales and its practitioners, because SOMEBODY HAS TO DO IT!! According to Wikipedia “A sale is the ... Read Post

Good salespeople take the time to really know their competition, and invest the necessary time to evolve tactics and strategies to overtake competitors. They come up with value propositions and questions designed to illuminate gaps in competitors’ offerings–without ever mentioning competitor names. They share carefully crafted stories about happy clients who benefit from their company’s ... Read Post

Continuing our series on artificial intelligence in sales, let’s take a further look at unrealistic promises made for artificial intelligence. I believe that Artificial Intelligence is a major asset in dealing with the complexity of our world. For example, it is used to analyze patient data in hospitals to isolate common symptoms and predict epidemics ... Read Post

Here’s what we know: Modern buyers are empowered, demanding, finicky, price-focused, impatient, and less loyal than they used to be. They take extraordinary measures to dodge sellers’ calls and won’t meet with us until they’re ready to buy – and then, it seems, all they want to talk about is price. As a result, our ... Read Post

You may wonder which door the title refers to, and the answer is any door. If you want to get past a guard with guns, the receptionist, and into the C-suite offices, this one unique strategy never let me down. The Holidays (any type for that matter) are the best time to give this suggestion ... Read Post

In my 50 years of sales experience, in over 45 countries, I have most definitely learned some key lessons. A lot of them deal with behavior–ineffective methods that need to be replaced with effective ones. These are the things you must STOP doing, replacing them with things you need to START doing, if you wish ... Read Post