Truth.  A powerful word, but a destination seldom attained when talking to people we seek to influence. Uncovering it has more to do with our success in sales (including inside and virtual) than any other skill. Influence begins with knowing what the other person wants, really wants. Or, maybe even harder to attain, what the…

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It had been a slow sales quarter for me. I needed to close some business and I finally had an opportunity that looked very promising. I’d engaged all the right players, identified the key decision-makers, made sure the project could be funded, and discovered the gaps and objectives that needed to be addressed.  I had…

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There is a lot of buzz right now in the industry about redefining a sales person’s role. Candidly, I agree with where the current research is heading. For far too long, sales has been too simply defined by activity, pipeline, and quotas. While those are all extremely important, I think we need better clarity on…

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My opening premise for this topic may fall under the category of “hard pills to swallow,” but hear me out…  As people, we are born self-centered; as salespeople, we take our “self-centered” ways into our attempts at prospecting and selling.  The purpose of this article is to reframe how sales reps should approach prospecting to…

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Have you ever stopped to think what it would take to sell yourself something? I mean really sell – have your beliefs changed about a product or a service, getting you to pay attention and invest your hard-earned money.   Do you have what it takes to sell yourself? And with the business climate of…

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