Congratulations on your promotion to Sales Leader!  You, no doubt, were a great salesperson who produced great results and earned this new assignment, but are you ready?  Leading is very different from being an individual contributor.  In order to succeed as the new Sales Leader you need a plan or a Blueprint for Success.   […]

Since you’re reading this article you no doubt are a very eager salesperson striving to gain knowledge that gives you the edge as a great sales professional.  You’ve done diligent research on how to conduct effective cold calls, identify key decision makers, make great presentations, handle objections, develop super “C” level relationships, use all the […]

Yesterday, I outlined how leadership has changed, and I suggested that more than ever, leaders need to develop “soft-skills”. I also promised to share those skills that I believe are absolutely vital: This list is not by any means exhaustive, but it is an excellent start (If you missed yesterday’s post, do simply scroll down) […]

My wife and I are natives of Kansas. There is a debate across the nation on the merits of barbeque from Kansas City, through Memphis, to North Carolina and back to Texas. I personally like them all, but Kansas City style is my favorite. I grew up with it. When we moved to Texas almost […]

Sales people involved in prospecting already know the challenges of persuading a prospect to give them the business, but very few recognize that there is actually a four-step process involved in buying, that all of us follow; Step One: We have to feel MOTIVATED to make a purchase, irrespective of its type or size. Step […]

It seems like all our prospects are crazy-busy these days. They’re too busy to answer the phone, too busy to return your message, too busy to make a decision and too busy to even think. My friend & colleague, Jill Konrath, just came out with a new book to address this key issue. It’s called: […]

Defining just what makes a leader effective, remains as difficult today as it ever was. But that does not prevent us from seeking to distil their secrets – quite the reverse. Of course, there must be almost as many theories on leadership as there are leaders themselves and models for the best kind of leadership […]

Are you exhausted?  …feeling like you have lost your passion?  Here’s a list of 10 things you can do to climb out of the rut and get re-energized! 1.  Take a Vacation – Why do we always feel guilty about taking a vacation?  Most of us have gone years without taking a full week of […]

If I read one more article, website comment, blog post or magazine cover offering to enlighten me on The Ten Best (fill in the blank) of 2010 or The Ten Worst (fill in the blank) of 201o or The Top Ten Reasons Why You Should Have (fill in the blank) in 2010, I’m going to […]