There are many things that impact a sales cycle. Of these, indecision can be one of the most negative. Why? Read Post

Ever realize how much you can learn from watching other people screw up? Sometimes I think that watching the missteps and wrong moves people make can be even more helpful than watching them do it right. When it comes to sales I am obsessed with learning. To be good at sales I think you have ... Read Post

Individuality is a key trait of today's salesperson and a critical component of their mindset. Read Post

Organizations are getting a raw deal; they recruit salespeople with impressive credentials and experience and expect these individuals to apply what they know and have done to improve performance and achieve higher levels of market success. The problem is, salespeople and everyone else are the victims of an education system that teaches compliance; adhere to ... Read Post

Last week I had a speaking engagement four hours from home. Rather than take public transportation and then rent a car to get to my destination, I decided to drive. I hadn’t driven this long a trip by myself since I was in college. A “boomer,” that was a while ago and I must admit ... Read Post

Align content and technology with organizational initiatives Today’s digital world has dramatically and forever changed the selling environment. Business buyers now have answers, opinions, and research at their fingertips, thanks to advances in online and mobile technologies. As a result, salespeople are invited late to the sales opportunity, after major decisions have been made. Within ... Read Post

What's the first component of a salesperson's mindset--of social intelligence--without which none of the others will fall into place? That would be self-responsibility. Read Post

How many times, after a three, six or twelve month sell cycle, have you lost a sale that’s critical to making your number for the quarter? When do you think you knew, in your heart of hearts, that you never had a real chance at winning the business? Was it after one meeting? Five? Fifteen? ... Read Post