You sales guys know what I mean, right?  Did you hit your quota?  How's the market?  Are you feeling anxious or excited?  These are the thoughts and feelings that go along with "The end of the month". We can't control the market.  But...and I emphasize but...we can...

Let's be honest - how many of us still struggle with this and fall back on features when we hit some resistance?  Here is the answer to this rhetorical question - most salespeople still do this.  And even the ones that have been through the zillions of sales classes,...

This is counterintuitive for most salespeople because they have read so many of the same kind of sales books....but if you do your work upfront you will be much more efficient, know what you are dealing with, and increase your closing ratio. I would like to think I...

I think we all share the frustration of wanting to know where we stand when we think we have done our job, completed the sales process and it's time for an answer.  We are all hoping for a "yes" but you know what...a "no" is better than the dreaded "crickets"...know...

If you are a salesperson, there is nothing more frustrating than wasting time on activities that get in the way of selling...am I right? It's hard enough getting someone to listen to you and get them engaged in your service these days...you certainly don't want to...

I read a blog post today from another sales blog and I wanted to comment on the use of email during the sales process...and for that matter in general.  I think the basic skill of writing has been lost because of technology.  That's too bad because writing is so...

I wasn't the best student, the most talented athlete, the most talented business person...but I figured out that if I work the hardest and I stay focused on my goal and I don't give up until I achieve it, I will beat out the other guys. You know what, I have coached...