Many small businesses don't know their own competitive advantage, until they hear it right from their happy customer's mouth. Seeking feedback from customers is an effective way to grow your business

We’ve all had the experience of sitting through an awkward meeting, lunch or phone call—one that, no matter how hard we try, never seems to get...

The amount of time management spends measuring sales activity and salespeople (or dumber, the ROI of some investment they made in CRM), is...

Explain it with Pictures The best advice I could provide to a sales person struggling to communicate with clients is very simple: use pictures...

In terms of social media and what sales professionals should be using LinkedIn obviously is an amazing resource and an...

Your sales pitch is ready. You know all the answers to any possible question. You've even found the decision-maker, who holds all deciding power. What now? How do you speak to them? How do you know t

There are five “intangibles” or five markers I discovered in 1974 that we all possess. First is self-discipline. That means you really are...

We all want to be sold to by somebody who seems “real” to us. Maybe this is in response to a history of feeling generally disenchanted with our leaders—some...

I think the toughest job is selling you on you and the awesomeness of you. That’s a work and process every day. Giving yourself pointers and tips...

Concentrate On the Essential That's the overriding message proclaimed by Greg McKeown, author of a thought-provoking book entitled Essentialism...

One of the things I think matters significantly about improving the quality sales experience is that you are presenting something, a solution, a product or...

The evidence is pretty clear. We’re not all selling products and services directly.  But if you look at what white-collar workers do all day on the job, a huge portion of it is...

Before consulting a salesperson on a purchase, customers research long and hard, giving them the power. Why cant this be an advantage for salespeople? When a person is ready to make a deal, salespeop

The old way of selling is dead. The only people who don’t know that are other sales trainers, recently released old-world sales tactics books that are still trying to convey old messages, and..

The biggest shift we’ve seen in customer buying behaviour, again, is the fact that with your customers today you’re biggest competitor is...