Series: Sales Trends

There is a sales adage that says: Your chances for success increase in proportion to the number of sales calls

Going up? More than 10 floors? I challenge you to try to get a business card or lead on your

Value is perhaps the most illusive word in sales. Everyone will tell you how important it is, very few can

Here are a few questions to get your social sales juices flowing: Why are big companies interested in big data?

Ever get angry? There are three types of anger: 1. Angry at yourself — the easiest of all angers to overcome.

I met a guy on the plane who was an area director for a major shoe store chain. “Suppose I

When I was 19, my dad made me production manager of his 75 employee kitchen cabinet manufacturing factory. Before I

Customer satisfaction is dead. Oh, there are a bunch of huge companies that haven’t figured it out yet. And there

Ever hear the old saying, “Failure is an event, not a person.” That statement is half right. Failure is an

On March 2, 1962, an unbreakable basketball record was set. I’m a Wilt Chamberlain fan. I have been since the

We went to visit the Eiffel tower again. Our fourth visit in five years. What do you know about the

I have no business plan. I have no spreadsheet with five years of projected earnings. There are two reasons: Most

I just read a pathetic sales pitch from an email where a “training company” was telling me why training fails,

You have THE meeting. The CEO has agreed to give you 30 minutes. This is the opportunity you have been

The simplest techniques can be so effective. I heard a call where a prospect voiced an objection, but seemed a bit

This is hilarious, but maddening at the same time. I listened to a brief call with a guy trying to

in unique value proposition

Last month I was interviewed for an article on how to revive leads that have gone cold. In case you

I had thought that today we were beyond much of the sleazy, deceptive tactics often associated with sales. But, sadly,

A new sales rep joined a company in an industry he had never sold to before. Within two months he was kicking