Today, I will align myself with cherishing reality, focusing and having fun, so that I may have the energy that I need to enthusiastically, live, love, learn and LEAVE A LEGACY OF EXCELLENCE. LEAVING A LEGACY OF EXCELLENCE:...

Very early in my sales career I made a cold call on the CEO of a large homebuilder in my territory. I was selling accounting systems for what was at the time one of the larger computer companies....

If you want to convert prospects into clients, you must focus on serving them...not selling them.

Yes, sales prospecting can be made simple in 2 easy steps. You're probably thinking,On what grounds can he dare make a statement this bold? Well, I've been around enough salespeople and I know from my own experience that it...

As an economy recovery begins in earnest, sales force turnover increases. In most job categories there are negative consequences to turnover, but in sales the consequences can be particularly costly. This post highlights ways for companies to get in front of the curve.

Honesty is a broader concept than many may realize. While it involves both what we say and what we do, it starts with what we think.

Your words help you build relationships with customers--so choose them carefully. Awesome photos, catchy videos, and fancy graphics are helpful, but the most important thing where sales are concerned are the words you use. Why?...

Sales prospecting is where the salesperson makes their money. Anyone can fulfill orders from customers who call. Yes, we love business like that, but our focus as a salesperson needs to be on generating sales and profit from...

If you are struggling in making your sales performance improvement initiatives work, consider separating them--focus first on effectiveness, then focus on efficiency. You'll find you are accomplishing much more--faster.

Wait a minute. You thought you were reading a blog about sales strategy and I’m suggesting that you establish personal goals? Absolutely. Most sales professionals have professio...

Most people in their jobs or client relationships worry about “getting fired” for making mistakes. Indeed, we all make them—and as Alan Mooney, a close friend and work colleague likes to put it: if we aren’t making mistakes,...

The further you move in the sales organization you begin to realise that you have less impact on driving sales. Sales executives become further removed from the customer and the day to day management of the business. Sales...

One of the biggest issues the sales community is dealing with is the lack of effective sales coaching. We can discuss as to why this is but instead let's just cut to the chase. I want to give you what I see as 7 sales coaching...