I have been one of those freaky sales people who really enjoyed cold calling. I know, that makes me quite unusual if you look at the percentages. However, the reasons that I enjoyed it were simple. I was prepared. I never sounded scripted, even though I said almost...

Growing up in a non-affluent lifestyle is not a disadvantage.  As a matter of fact, I think you become much more creative if your parents could not afford to give you all of the latest toys and gadgets.  I wasn’t “under-resourced” growing up; my mother was. She just...

I have spent most of the last three decades teaching good people how to become great sales people. In doing that, most of my focus was on teaching them what to do - what are the steps they need to take on a daily, weekly, monthly and yearly basis. One of my mentors in...

I have a very good friend whom I had approached years ago about becoming a part of my sales team.  She was professional, intelligent and had a very strong work ethic.  I have no doubt that she could have very well been one of the best in the business. Our friendship...

Have you ever thought about how many hours per year you spend communicating with prospects? According to Nancy Nardin, President of Smart Selling Tools, of the 215 available sales days each year - the average B2B sales person spends only about 35% of their time...

  With whom do you prefer doing business? My friend, Bob Burg says that all things being equal, people will do business with, and refer business to, people they know, like and trust. Applying the methodology he teaches in his best selling book Endless Referrals...