There is a high potential that you may be selling well but closing poorly. Interest is created by benefits, but sales will close based on […]

There is a high potential that you may be selling well but closing poorly. Interest is created by benefits, but sales will close based on […]
We are led to believe that Artificial Intelligence (AI) is the enemy of the future. Well, zombies come first, but then AI. Friendly at first, […]
It’s the meeting AFTER the meeting where your sales live or die. In the breakroom, meeting room, office, or hallway, what’s your prospect team doing? […]
Recently, I met with Bill Caskey, a friend and colleague in sales performance development, caskeyone.com. We were talking about what makes for remarkable sales performers. […]
Vegas has its oddsmakers. These experts evaluate all sorts of data to determine the likely outcome of some event- usually a competitive sporting event. All […]
We are doubling our staff right now. Sales people, customer service account managers, administrative support. Hiring is the worst – the amount of time it […]
I just turned 50. I know it’s just a number, still…. The day itself passed without much fanfare and I truly did not feel much […]
It is hard for anyone to feel deterioration or appreciate prevention. You can only really feel relief or crisis. If you sell qualities such as […]
Is it time to go back to some broken relationships? Lots of business relationships end. Customer-vendor, business partners, alliance and channel relationships…they often run their […]
INSIDER TIP OF THE WEEK What if I told you that there are no villains, idiots or jerks in the world? (First, I’d be lying, […]
INSIDER TIP OF THE WEEK Every time I ask the question if prospecting senior decision-makers is easier or harder than it used to be, there […]
INSIDER TIP OF THE WEEK I’ve been spending a lot of time recently with a certain generation of sales people, my generation of sales people. […]