Each month I write a post for Salesbloggers Union. If you haven't visited SBU, you should. Each month, a group of us who write passionately about sales each blog about a single topic. Maybe you don't like my take on Influence. Maybe you want something different. In that case, … [Read more...]

Great sales forces are built on great hiring, and great hiring is built on something more than gauging technical expertise and an employment history that indicates a person was called a sales rep. Winning in sales takes head, heart and guts. … [Read more...]

Sometimes it is necessary to take a look at yourself before deciding that your salespeople are your problem. But after you have done the thoughtful, soul-searching introspection required of great leaders, you still might not be fair in concluding that your problem is your people. … [Read more...]

Reading can lead you on a wonderful path. I recently finished Orson Scott Card’s Ender’s Game, which the author suggests is based on an idea he discovered while reading a history of the Civil War. That insight was that four different leaders were charged with managing the … [Read more...]

So your not one of the really big guys in your industry. Your dream client hasn’t heard of your company, and your company name isn’t widely recognized. Guess what? It’s not what is important. … [Read more...]

Success in sales is found through the execution of the fundamentals. But many salespeople believe success is found elsewhere, seeking it through shortcuts, gimmicks, tips, tricks, and secrets. Some look for advanced methodologies, believing that they are already competent in … [Read more...]

Much of what it takes to win an opportunity occurs before you ever make it to the boardroom. Why save your best performance for the boardroom when you could make every sales call a memorable performance? … [Read more...]

You sales force is an extension of your will. Whatever you are a sales leader, so will become your sales force. … [Read more...]

The biggest driver of your success in sales is the beliefs you maintain. Here are five of the unhealthiest, doom-spelling beliefs and five better beliefs with which you can replace them. … [Read more...]

There is a gap between the value you and your firm might have generated from having acquired a customer and the actual value that you generated. The difference is a measurement of two things: what you are doing to create value for your dream client, and what they perceive of your … [Read more...]