05/25/10 - Virtually every professional has been taught that generating referrals from clients and prospects are the way to success, but studies show that less than 15% of all profe...

05/25/10 - I'm often asked why I don't advocate using incentives to influence clients and prospects to give referrals. My reasoning is two fold: first, if your referral generation...

05/25/10 - Rick's client was somewhat uncomfortable with his request. The sale had gone well enough-everything considered. There was the matter of the small overcharge on the invo...

05/25/10 - One of the current buzz phrases in sales and marketing is "exceeding the client's expectations." This is a laudable goal, but one that is seldom met. And then to top it...

05/25/10 - Selling is not so much about the features of our products or services--or even the benefits the customer receives. Rather, it is about our relationship with the customer...

05/25/10 - Like many of you, I have many roles that I must fill. I am a sales trainer and coach; I am a sales management consultant; I am a writer and speaker; and I am a salespers...

05/25/10 - Is you pipeline a little anemic? Running low on quality prospects? Sales aren't where you want them? Commission checks kinda skinny? Or, worse, are you just plain sta...

05/25/10 - The life of a salesperson is filled with rejection. We typically hear far more "no's" than we do "yes's." Actually, we probably hear "no" every single day of our sellin...

05/25/10 - If you work as an outside, commissioned salesperson, think about what your employer does: Your employer pays for: " virtually 100% of your training " virtually 1...

05/25/10 - We humans are funny animals. We tend to do the same things over and over, no matter what the consequences. Although we are admonished to learn from our mistakes, more o...

05/25/10 - Pick up any newspaper and you'll find stories about how bad the economy is. Foreclosures are snowballing, the unemployment rate is inching up, gas prices are soaring, th...

05/25/10 - Open any newspaper and you'll find mention of thousands of companies and products. Most typically the same names are mentioned over and over-Sears, Old Navy, GM, Microso...

05/25/10 - Virtually every salesperson with any experience what so ever proclaims him or herself to be an expert in their field. Their business card, their fliers, their door hange...

05/25/10 - Are you one of the millions of small business owners, salespeople, and professionals who have attended networking events held by the chamber of commerce or a business org...

05/25/10 - I can't help but be reminded of Edvard Munch's painting, The Scream, every time I speak with a salesperson or professional who is complaining about the ineffectiveness of...

05/25/10 - We've all heard the advice: turn your clients into your mini 'sales force' by encouraging them to tell others about you and your business. Word of Mouth Marketing is tou...

05/25/10 - Take a look at your business cards, your brochures, your filers, and your other marketing materials. What sticks out to you? What do you say when you introduce yourself...

05/25/10 - The simple answer to why decision makers hate cold calls is cold calls are one of the biggest time wasters for them. Decision makers hate cold calls and have no intere...

05/25/10 - Are you a sales manager or sales executive? Are you aware that there is a radical change coming to what you do and how you do it? If your company already uses an Sales ...

05/25/10 - How many thousands, tens of thousands or even millions of dollars a year does your company waste on useless sales training? No, I'm not suggesting that sales training is...