Ah, the endless search for the silver bullet, that magic formula that will make sales so easy, so quick, so painless.  For many in sales that Don Quixote quest is never-ending.   The internet is full of sites that promise that magic bullet—if you’re willing to pop for only $895, they’ll send you the 14 page […]

As far as professions go, selling is one of the simplest.  It has four basic elements: 1) identify a quality prospect, 2) connect with the prospect, 3) meet a want or need or solve a problem, and 4) monitor the solution to insure it continues to meet the need or resolve the issue.
There are few […]

Would you like a free unabridged audio copy of my bestselling book Creating a Million Dollar  a Year Sales Income: Sales Success through Client Referrals?  Well, you can have one courtesy of Jeb Blount, The Sales Guy.  That’s every second of the  4 hours and 18 minutes of the book—and not only do you not […]

Three Tradeshow Benefits to Embrace Rising Gas Prices
By Susan Friedmann
It’s no surprise that oil price are rising through the roof, bringing the cost of gasoline and aviation fuel along for the ride. This morning’s newspapers report that $7 a gallon gasoline might be on the horizon - a staggering number that has dire implications for […]

Three Tradeshow Benefits to Embrace Rising Gas Prices
By Susan Friedmann
It’s no surprise that oil price are rising through the roof, bringing the cost of gasoline and aviation fuel along for the ride. This morning’s newspapers report that $7 a gallon gasoline might be on the horizon - a staggering number that has dire implications for […]

Ten Tips for Successful Negotiating

The ability to negotiate successfully is crucial for survival in today’s changing business world.  Negotiation is fun if you know what you’re doing.  So for all you busy executives, here are Ed Brodow’s Ten Tips for Successful Negotiating:1. Develop “negotiation consciousness.”  Successful negotiators are assertive and challenge everything.  They know that […]

June 9 through 13 is National Sales Lead Management Week—so taking some time to visit the Sales Lead Management Association site and blog to get the latest on managing leads would be a good way to spend a bit of time this week.
In addition, the association although fairly new has just reached 500 members. […]

Last month I conducted a one-hour teleseminar on how to turn business-to-business cold calls into strong, interest generating calls that result in appointments.  This was supposed to be a one-time offering since I don’t really work in the area of prospecting via the telephone.
However, the seminar was such a hit and so many have requested […]

Take a look at some of the current literature and training on referrals and you’re bound to walk away confused and frustrated.  One trainer tells you not to ask for referrals because it signals to your client that you’re weak and can’t find business on your own.  Another tells you that referrals are your ‘right’ […]

Seldom do I read a book that I consider to be dangerous.  Certainly, there are books that once read, you think, “Wow!  I hope a new salesperson doesn’t get hold of this and think this is what sales is all about.”  We’ve all read the books, the ones that advocate heavy doses of manipulation, browbeating […]