Posts by Admin

If you have been in sales for any amount of time, you have heard the term “Trial Close”. But what does it mean? Simply...

Content creation is a critical component of any online marketing strategy – and blogging is one of the best formats for developi...

For many of us, whether face to face or via a “webinar”, doing a presentation is an expected part of your selling process. Thi...

A few years ago, shortly after launching my new website, I absentmindedly answered the phone when it rang. When the caller announc...

Most businesses have a difficult time effectively managing on-going communications with prospects and existing customers....

Look at any profession, sports, acting, science, plumbing and even sales, and you’ll see that the elite in the group are willing...

Interesting week last week, a bit of learning and new connections. But not just connecting with people, always important, but also...

Tip Sheet #7 from Doing the Right Things Right by Laura Stack Perception creates reality in most people’s minds, but this tenden...

While 99% of sales training manuals do all they can to avoid the “pricing” topic, in reality, for the vast majority of...

When should I quote? This is an easier answer but is still worth discussion. The right time to quote is when you have gathered the...

The rapidly changing technological landscape is causing “digital disruption” and has changed the habits of buyers – compelli...

For those of you (like me) that sell a solution that needs to be implemented, built or managed after the sale is made, it’s easy...