When I asked a client why his colleague’s presentation had not gone well, he used a tennis analogy and said, “Basically, he started with his

We have all seen Law & Order and read books or watched movies that clearly show us that, when lawyers negotiate, someone wins and someone loses.

Have you ever met a salesperson that’s well, too “sales-y”! They mean well, but they’re message just doesn’t resonate. What’s the mark of one of

Even with a team of rock star sellers, it can be very tricky to figure out the exact recipe for business development that works for

(Surprising Mistakes You May Be Making) Bestselling author and speaker Scott Stratten took the stage at the National Speakers Association this year and stole the

We can’t control the economic climate we work in, but we can face it and make the most of it. Ten years ago, you could

Do you know why your customer’s don’t buy from you? The reason has nothing to do with the competitor down the street and has little

Unexpected Brilliance I had a surprising online experience recently that just stopped me in my tracks. First, I thought it was funny. Then, I realized

Ugh! Another day…another dollar?? You’re a sales pro. You are supposed to have this down cold. Let’s not kid ourselves though, no matter how many

What’s another word for a decision maker in a sales situation? It is a prospect, a lead or a potential client, etc. These are all