Everyone is busy. You’re busy and your customers are busy. For buyers, it’s frustrating when sales people continue to waste their time! That can be

Stop celebrating continuances. Your sales process has specific steps to progress from opening to closing the sale. There is no step in that process where

On the “people-are-more-interested-in-their-kids-than-in-yours” theory, meaning that listeners do not want to hear everything you know about your offer, but only what is relevant to them, here

Salespeople who do not move with the times will pass their ‘use by date’ and lose their jobs. Period. If you are someone who has

Successful Business Leaders Share Negotiation Best Practices A lot has changed for sales people. For years, many average sales people didn’t have to negotiate much.

You and your sales team are working hard to gain a fast start to the year.  Bonuses, commissions and ranking are all in your line

Marketing tells us to give value, give value, give value so that, in turn, we will be valued by others and ultimately become a force

It’s the single most important concept to grasp to succeed in selling: Value is a moving target. Value is never the same from one buyer

This fall, while playing a round of golf and taking in the fabulous foliage in the Northeast, it hit me how much golf is like