Do You Really Know Your Customer?

I recently read about a Gallup study claiming 71% of your B2B customers are NOT committed to staying with you...

Engage the Gatekeeper

I've always wondered why some salespeople unintentionally, or intentionally choose to ignore or dismiss the receptionist, entry guard, administrative assistant,...

Say You Are Sorry: Quickly and Effectively

Too many salespeople avoid having to say they're sorry. They fail to see it as an opportunity to "turn lemons...

Is Networking a Waste of Time?

I can't tell you how many times I've been asked to attend networking events. Almost every conference I attend is...

How do you differentiate yourself?

Who cares about your Experience and Qualifications? I read and listen to hundreds sales presentations each year. I am continually surprised...

They Know You Before You Show Up

It's no surprise that the speed of business has accelerated dramatically in the past decade. Our customers have more resources...

Joint Sales Calls for Fun and Profit

Recently, we have seen more and more sales organizations employ a practice formerly used only in training new sales reps....

Lessons Learned From a Bad Sales Presentation

I've been at this sales game for many years, and I have to confess I listen to sales presentations long...

Spend Time on the Right Stuff

Historically, we have considered two ways to increase sales: add more salespeople, or improve the effectiveness of those we have. Equally...

Say NO Now.

I just can't figure out why so many salespeople have a hard time getting to NO. We see well-meaning sales pros...