Fortune Magazine (Oct. 16 edition) has a great interview with Jim Donald, CEO of Starbucks. In the article, Jim talks about how he charts his time by month to determine how he is spending it. I’ve been talking about this for years…for sales people to truly perform at the highest level, it’s important to measure [...]

Mailing your customer or prospect a letter is still a viable means of sharing information and often it will get more “eyeball” time than an email will. The downside to sending stuff this way is that it may take the reader a week to see it because of the infrequency with which many people actually [...]

A recent question was posed of “The Sales Hunter”: “I call almost exclusively on C-level people. Getting their attention, response and return calls is really an issue. Any thoughts on the virtue of e-mail vs snail mail vs telelphone?” The best way to reach C-level people is to use every technique: voice mail, e-mail, regular [...]

Closing a sale with a prospect does not mean it’s time to cut your margin. As we get close to the end of the year, there are a large number of sales people scrambling to make their numbers and it’s tempting to start cutting margins. Don’t do it, no matter how desperate you are. It’s [...]

Last week, a salesperson contacted me to say that their sales were not growing despite having read a number of sales tips that they believed really fit their sales needs. After spending a couple of minutes talking to the person, I helped them realize that they had been merely thinking about the sales training tips, [...]