Posts in Sales

The author Alex Haley had a photograph in his office showing a turtle sitting on top of a fencepost. It’s the best metaphor[…]

Tired of getting junk mail? Tired of getting scary-looking scam e-mails? Tired of getting spamming phone calls? Time to take action by creating an alter ego. How?

Salespeople go crazy when a great prospect stops responding to calls and e-mails.  This happens to just about everybody, but why? The causes of[…]

Expert A: Prevailing wisdom on sales is full of contradictions Expert B: No it’s not

Industry researchers estimate salespeople in the information technology field win about 22% of their proposals for new logos. Best-in-class organizations win over 50%[…]

Be grateful sales is so hard. That’s why it pays so well. Unfortunately, too many gurus and know-it-alls try to make it sound[…]

Sorry, Robert Frost fans. I’m not taking the road less traveled in 2024, I’m taking the road less stupid. How so?

How many candidates do you want to interview for one open position? Is 10 too few? 100 too many? Try rethinking your candidate[…]

The first principle of persuasion, “liking,” is based on the idea that people prefer to work with those they like. How can you[…]

Who are your best customers or clients? Are they the ones with a flawless history, or did you ever encounter trouble so extreme that[…]