05/02/13 - Once upon a time........ From a very early age on I was fascinated by fairy tales and stories. Story telling is essential in a consultative sales environment. It helps yo...

04/22/13 - Last week, on the train back from a business meeting in New York City, I started reading Sheryl Sandberg's book "Lean In". I honestly didn't expect it to be a page turne...

03/15/13 - Sales as a discipline that is not often taught in depth at business schools and maybe it should. Recently, one of our graduates, a regional sales manager who particip...

02/22/13 - When salespeople with traditional training (or none at all) start struggling, I have witnessed far too often that they tend to become overeager, focused even more so on t...

02/01/13 - Sales is a process, especially in a consultative sales environment. CEOs often step in to control or manage the sales process, particularly when sales don't happen. I ha...

09/20/12 - I know, it sounds a bit silly. Afraid of what? Well, here is the thing. In my experience, many sales people are actually afraid of rejection. Why? Because there is no...

09/07/12 - Having been in the field of sales and sales training for so many years, I know the recruiting process can be complicated, lengthy and full of pitfalls. Do you go with you...

08/23/12 - As a consultative business development specialist my clients often ask me to provide metrics on my sales efforts. Fair enough, but what do they really mean? In too many...

08/12/12 - Effective sales training is like Weight Watchers and ineffective sales training can be compared to crash diets. Think about it. Whenever people make New Year's resolutio...

07/27/12 - It happens quite a bit, especially in a consultative sales environment. You've established good rapport, it's a good fit, you've had good meetings and then nothing - just...

07/12/12 - In politics a very hot topic, but here it's about giving your prospects a choice! A choice to say "Yes" or "No" quickly and safely. Sales is a process, especially in ...

07/02/12 - Very often I get the question from clients and sales people as to how many times one should reach out to a prospect before being viewed as a nuisance. The answer is often...

06/14/12 - My whole life I have wanted to own a dog, but my busy work schedule kept me from considering owning one. Then, three years ago, after much thought and soul-searching, I r...

05/02/12 - It's real. Cold Calling is scary to most sales people. Even sales people who have been around for quite some time talk about it. Some of them don't admit it, they just sa...