If you’re in sales or sales management, I’m sure you’ve noticed that all of the sudden the internet is crawling with social community sites designed for you to interact with your peers.  It seems that I get one or two invitations every week to join a new group.
Naturally, at some point, there will be a […]

How often have you been exhorted to set your goals down in writing? How often have you done it? How often have you immediately forgotten about them once you’ve completed the writing exercise?
Most of us have experienced the frustration of setting goals only see them fade away into nothingness. We never reach them. More than […]

There was a time when marketing and advertising were viewed as seat of the pants processes, based on gut feeling, hope, and simply looking at the overall results to determine whether they were ‘working.’
Instead of trying to understand marketing as a quantifiable activity, the marketing department would simply generate a number of targeted activities such […]

We humans are funny animals. We tend to do the same things over and over, no matter what the consequences. Although we are admonished to learn from our mistakes, more often than not we continue to make the same mistakes time after time. Maybe not the big obvious mistakes, but the little ones that we […]

Most sales teams are overflowing with underperformers, from those who are consistently far below quota to those who meet quota but could be performing on a much higher level to some of the top salespeople who haven’t reached their full potential but who just can’t seem to find a way to step up another notch […]

What is the single most difficult part of selling? Finding prospects? Closing the sale? Overcoming objections? Is it marketing, time management, or learning how to handle rejection?
No, it isn’t any of those.  And, at the same time, it is all of those.
The single most difficult part of selling is figuring out how you can align […]

No matter your view of Barak Obama, it is impossible to look at his sudden rise to frontrunner in the Democrat presidential race and not marvel at his campaign’s ability to capture the hearts of millions across the country.  Obama’s message of hope has connected with a segment of the country in a manner more […]

Interpersonal Skills: How to Use Sales Psychology to Create Longer, Lasting Sales-Winning Relationships  
by Gregory Stebbins
A participant in one of my recent seminars asked me, “Can I rearrange my client’s office during a sales presentation?”
The sales person had gone to an initial meeting where the chairs in the office were about eight feet from the customer’s […]

Why in the world would I be reviewing a book that’s been on the market for more than 15 years?  Why not stick with far more recently published items? 
Legitimate questions.  Ones I asked myself when I began to think seriously about writing a review of the book.  I had read the book a number of […]

Like many salespeople and small business owners, I find staying focused during prime selling hours to be difficult.  As a sales trainer, coach, and consultant, my days are filled with activities that try to pull me away from selling.  Yet, like every other company, selling is the life blood of my business—its what keeps the […]