Let’s cut to the chase quickly regarding sales training activities that doom any chance of success. Biggest one is just thinking all you have to do is have the sales team attend a sales training program and voila, things will be wonderful. Unless the salespeople attending the program have never been exposed to sales before [...]

Do you want to prospect more, but you’re just waiting for “more time” in your schedule? You’ll never “find” more time. Get over it! Extra time is not going to suddenly fall into your lap. If you want extra time, you’ve got to get rid of something. Many times the “something” you have to get [...]

A customer who haggles about price early may be a customer to avoid. My experience has been that a customer who is overly focused on price is usually a customer who will battle you on every detail — during the selling process and later on. They will suck your sales motivation and test your selling [...]

If you are quick to label a customer “stupid,” a stupid salesperson is usually close by. And their sales motivation is probably in the tank. What makes a salesperson think a customer is stupid?  More often than not, it’s because the salesperson chooses to believe the customer is stupid. And why would a salesperson think [...]

Your web presence is important. One of the ways to make the most of it is to make the most of your Google Profile and Google+. Google Profile is nothing new. It’s been around for years.  However, Google+ is a new networking site, and unless you’ve been sleeping under a rock or merely watching the [...]