Seriously, I’m asking. Why do you think “profit” is a dirty word? If you don’t, good! You have won a lot of the battle that many salespeople face daily — they don’t believe in their price and they are even suspicious of profit. I’m here to boldly proclaim that profit is NOT a dirty word. [...]

Let’s face it. Cold-calling has never been more difficult. The percentage of people answering their phone has never been lower, and there’s nothing to think it’s not going to go even lower.  This has lead a lot of people to say cold-calling is dead — to which many salespeople say, “Good!” The reason I believe [...]

Guest post Monday and we have Owen Van Syckle of the Van Syckle Group, a sales training and consulting group. Today he offers key points on how your questioning skills can reveal if you are a sales amateur or a sales professional. Phase 1: Talk Too Much (Sales Amateur) The beginner salesperson is ready to [...]

Recently I ran a post on 23 ways to strengthen your relationship with your client. Of course, 23 seemed like quite a few to run in one post, so I gave you the first 11 then, and now I’m giving you the remaining 12. At an rate, read that post and this one. Then actually [...]

I’ve often said that the problem with a “social media strategy” is that it really should be called a “business marketing strategy.” Maybe it’s just semantics.  The key is, though, you have to be looking at it differently. I’ve written about social media before and the pitfalls of using it from a business standpoint the [...]