Don’t be Afraid to Help and Ask For Help I went to Seattle last week for the Career Directors International conference. As I sat at the airport during a layover, I watched the passengers, visitors, and airport employees move about their day. I have to say, I love to people watch, it is a great way […]

 I received an email over the weekend from Brian Lambert, the Director of Sales Development and Performance at the American Society for Training and Development, seeking salespeople, managers, sales trainers, and academics to help him in his research for his doctoral dissertation.

“I have to work harder than before, but even so, my sales this month will be better than last October’s.” 
“My prospects and clients are certainly feeling the pinch of the economy and they’re fearful.  But I also closed the biggest sale of my career last week.”
“Despite the news and the hype of the last two […]

I had an interesting discussion yesterday with a couple of managers for a large automobile dealership about what type of personality a great salesperson should have.  As I had expected, both mangers said they wanted to hire salespeople who were ‘enthusiastic,’ ‘passionate,’ ‘vocal,’ and ‘outgoing.’ 
When we began to examine what these characteristics meant to them, […]

I am honored and pleased that two of my articles were chosen as “Article of the Week” in September by Top 10 Sales Articles, and one, Why Decision Makers Hate Cold Calls, has been selected as the Article of the Month. My other article that was selected as an Article of the Week winner during […]

As Carle was walking back to her car after her first meeting with Ann, the COO for a small manufacturing company, she was worrying about her next call to Ann.  The meeting seemed to have gone well—Ann seemed to be genuinely interested, there seemed to be real potential for a sale, but she […]