Sales Managers and Sales Leaders often complain about the lack of effectiveness of their effort to train their salespeople. They say, "We tried this training, and it didn't work." The very statement elucidates the likely reasons the training was…

The note-taking application Evernote has a way to create an area where you can keep things that you want to share with others. The function is called Spaces, and it sort of like a crude project space and file manager. One of my Spaces is called…

Your definition of success may be different from someone else’s. There are as many varieties of the pursuit of happiness as people are pursuing it. However, whatever your success looks like, and however you seek it, here are ten reasons why you…

Nothing that was once necessary for sales has disappeared, despite what the pundits and prognosticators suggest on the internet. Had they been right in their past predictions, there would no longer be nearly so many salespeople. Nor would those…

Of all the many things that bother salespeople, one that seems to dominate their attention (and emotions) is when their prospect goes dark after what they believed was an excellent first meeting. The Lost Art of Closing will surely help you string…

They say good judgment is the result of prior lousy judgment. That idea has proven true for me over the course of my life in sales. The following stories of nine mistakes are all true, and the name of the person responsible is known to you and…

In Eat Their Lunch: Winning Customers Away from Your Competition, I wrote a chapter on Capturing Mindshare, or building and supporting a general theory about why your dream client should change. That section is practical and tactical, and it is…

The excuse many of us make for not doing what we know we should be doing is, “I don’t have time.” The truth is just the opposite. Time is the only thing you have. Whether you have enough of it is mostly a matter of what you do with it. If…

An email from a reader this week started by recognizing that I am always making "course corrections." He is correct, but I prefer the word "iterate." My willingness to confess to getting things wrong and making corrections is the measure I use to…

The definition of the word “hustle” (as I know it) includes the idea of working with a sense of urgency. The word hustle has lost something. Now it is used to describe entrepreneurial behavior or endeavors. Many of these endeavors die from the…