, , , , ,

Don’t Despair+

I know this is hard to believe, but a few years back, I actually lost two sales in a row...

Read More+ 1981 days ago
, , , , ,

Run Away! The Art of Attracting What You Want+

The German philosopher Heidegger said that we tend to pursue those things that retreat from us. Every sales person is...

Read More+ 2011 days ago
, , , , ,

Managing Your Sales Manager+

Lots of sales people dread weekly meetings with their managers. Lots of sales managers dread weekly meetings with their VPs....

Read More+ 2060 days ago
, , , , ,

What a long, strange (sales) trip it’s been+

This past weekend, I saw the British movie, The Trip. Nothing happens. There is no plot. There are no car...

Read More+ 2172 days ago
, , , , ,

The “Do-Nothing Blues” – Getting Your Prospects To WANT To Buy+

I’ve got bad news for you. Unless you are selling food, water, or shelter, your customers and prospects don’t really...

Read More+ 2177 days ago
, , , , ,

Geoffrey James is Wrong+

Geoffrey James, the “Sales Machine” is a very clever guy and an exceptional writer. But on at least one point...

Read More+ 2220 days ago
, , , , ,

Five Things You Need To Know About Your Sales Proposal+

Most sales people will tell you that their least favorite activity is responding to RFPs and creating proposals in general. ...

Read More+ 2275 days ago
, , , ,

The 3 Reasons You Lost That Sale+

Please send the children out of the room – we need to discuss a very sensitive subject. It’s called…”Losing a...

Read More+ 2304 days ago
, , , ,

Relieving the Stress of “Making Your Numbers”+

Q: What’s the hardest part of sales Q: What’s the most stressful part of sales? A: The answer is the...

Read More+ 2333 days ago
, , ,

Egypt, Mass Demonstrations…and the Inflection Point in Sales.+

How did it happen? A few weeks ago, the largest anti-government demonstration in Egypt was a couple of guys whispering...

Read More+ 2338 days ago