The Great Disconnect 3 Jun 2019, 9:34 pm

There has been a huge disconnect between sales and marketing for years.  Thankfully that is starting to change.  More companies are now focusing on the Smarketing department… the collaboration of sales and marketing to provide smart leads to their sales people. However, there is another Great Disconnect that needs to be addressed if sales organizations … Continue reading The Great Disconnect →

Are You A Trusted Advisor? 23 Oct 2018, 4:53 pm

The Exciting Future of Sales is very bright for top producing sales representatives who can serve as a Trusted Advisor for their clients. Does this mean that if you are not perceived as a trusted advisor, there is not a bright future for you in sales? The short answer is Yes. First, let’s define a professional sales … Continue reading Are You A Trusted Advisor? →

Do Salespeople Lie? 26 Apr 2018, 3:14 pm

Ouch!  This very question is a thorn in the side of most salespeople and sales managers.  Most CEO’s and V.P.’s of Sales don’t want to discuss it.  Yet, when ordinary consumers are asked “what is the first word that comes to mind when you hear the word “salesperson”, it is most often Liar.  Followed by … Continue reading Do Salespeople Lie? →

Selling With An Outward Mindset 24 Jul 2017, 7:10 pm

Essential information that takes professional selling to a new level.

For-Profit Schools — Sign Up or Be Accepted? 25 Jan 2017, 4:12 pm

  There is a quandary for-profit (proprietary) technical schools and colleges.  They are being clobbered by federal regulations that place requirements on them that are not placed on not-for-profit educational institutions.  This Department of Education has increased this heat and shows no signs of abetting. Many proprietary schools have been forced to close their doors … Continue reading For-Profit Schools — Sign Up or Be Accepted? →

A Million Sales Reps Will Lose Their Jobs To E-Commerce by 2020 3 Jan 2017, 6:19 pm

Yes, you read this headline correctly.  A million sales representatives will be displaced. That is what Paul Demery, Managing Editor, B2B E-Commerce reports in an article that appeared on the Internet Retailer website.  He writes that those most likely to lose their jobs take orders for commodity products. Paul’s website is https://www.b2bcommerceworld.com He also cites … Continue reading A Million Sales Reps Will Lose Their Jobs To E-Commerce by 2020 →

Is There a Future for Sales People As We Know Them Today 27 Dec 2016, 11:29 pm

The time is now so you won’t be left behind.

Are You Like The Cobbler Whose Kids Have No Shoes? 17 Dec 2016, 5:01 pm

Buyers rule!  Remember that.  Today selling is different.  Sales people should understand that when a buyer seeks out that which you are selling he or she has probably done the research they need to decide if you are the vendor they want to consider.  If your company is not able to back up its claims on … Continue reading Are You Like The Cobbler Whose Kids Have No Shoes? →

Watch Your Language 15 Dec 2016, 6:45 pm

Are you using sales terminology that was created in the last century?  Does your sales language reflect the professionalism that you must have today to resonate with prospects and customers? What d… Source: Watch Your Language

Watch Your Language 15 Dec 2016, 6:44 pm

Are you using sales terminology that was created in the last century?  Does your sales language reflect the professionalism that you must have today to resonate with prospects and customers? What do you imagine your customers or prospects think when you tell them you want to ‘pitch’ them?  How do you think they feel when … Continue reading Watch Your Language →