07/13/10 - A while ago I was in the market for a new car; so, one afternoon I went down to the dealership to look around, and a sales man approached me. He asked me if I was lo...

07/09/10 - Excuse #1: "I Don't Have Enough Time To Prospect or Focus on Sales Related / Dollar Productive Activities." Solution: Create Time. Sales professionals of all levels...

07/09/10 - It's been said that salespeople don't plan to fail, they simple fail to plan! How much time do you currently spend preparing for your client appointments? If you're hones...

07/02/10 - In his book, The 13 Secrets of Power Performance, author and trainer Roger Dawson tells the story of a meeting between two iconic figures in the restaurant industry: Tom...

07/02/10 - The phone rings and the sales manager hears on the other end the all-too-familiar plea of a salesperson. The salesperson tries to convince the sales manager that it makes...

07/02/10 - Even the sharpest sales pros know that right now, customers and prospects can be difficult to reach. Voice mail, caller ID and TIME are tools they use to filter this ques...

06/28/10 - When you approach a new prospect, what do you have to offer? Whether you're sending an email or cold calling, you need to grab the attention of your contact and make them...

06/24/10 - In the past year I've made three trips to Asia, and on each one I've encountered sales people dealing with the age old problem of having to cut prices. Their problem is ...

06/17/10 - This week's tip requires a little thinking but I view it this way: If I offer you a steak dinner but you don't eat it, then what's the point of me offering you a steak di...

06/14/10 - 5:45 PM. Rick Johnston, VP Business Development, sank into his office chair, dialed his voice mail pass code and heard, "You have seven new messages." "Hi this is Sea...

06/14/10 - Codfish are a delectable treat in America's Northeast. But when attempts were made to ship them fresh to distant markets, the cod did not taste the same as they did clos...

06/09/10 - Braham Shnider is a pretty sharp guy. He's president and CEO of Channel Enablers, a Australia-based sales performance improvement provider that specializes in channel ma...

06/06/10 - Take this little Marketing 101 test: 1. Who is the largest provider of hamburgers in the world? McDonald's, of course. 2. True/False. McDonald's makes the best hamb...

06/06/10 - There are a million myths about the selling profession. What's most frustrating is that many "sales trainers" dole these out as quality sales tips. Here are 10 of my n...

06/06/10 - Let's face it; most of us hear what we want to hear and see what we want to see. In sales, this can be a killer. There are some not-so-nice aspects of sales that we ha...

06/04/10 - In a 2009 International Vacation Deprivation Survey from expedia.com: One in three employees do not use their allotted vacation days each year, even though they said t...

06/03/10 - No matter how much your prospect likes your product, they're not buying it in a vacuum. The cost of your solution - as you've no doubt found out on many occasions - is a...

06/01/10 - One of my clients recently mentioned to me that, when hiring prospective sales people, he looks for a "passion for sales" in their personality. The idea struck me. I ha...

06/01/10 - Successful salespeople understand that making the sale has much more to do with developing trust and rapport than it does with issues of lowest price, highest quality or ...

05/29/10 - It's easy to fall into a sales slump. The good news is, whatever you're experiencing, we've all been there at least once. The bad news is, most sales professionals don't ...