Series: Sales Trends

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

A couple of weekends ago I was in Chicago for a brief baseball weekend with some friends. On a Tuesday morning we

I know. That headline piqued my curiosity too. Actually the one I saw atop a newspaper article was “5 Spiritual

While pouring myself a cup of coffee in the break room of a company where I was doing some onsite

I enjoy election season. Both for the entertainment value, and the sales lessons. An interesting topic has bubbled to the

I was looking at a couple of pieces of office furniture from different dealers. One was more expensive than the

I was doing some research for a client training program and got a bit side-tracked when Googling.  (Who doesn’t?) I

“Hello Newman.”    “No soup for you!”    Double dipping.    “There was shrinkage!”   Man hands. If you instantly