Are There Best Practices for Salespeople?

Every profession produces a set of best practices.  Despite the excuses we make for ourselves, what is true for every other profession is also true for sales.  There are best practices for salespeople and the best salespeople study them, and embed them into...

How to Measure an Account’s Potential

It is the information age, and effective sales people and sales organizations understand the value of collecting good information about their prospects and customers.  Good information leads to good decisions.  Sales Potential is one often neglected piece of...

Building a Professional Reputation

B2b sales is long-term endeavor. Some accounts take years to develop, and some buyer-seller relationships last for decades.  Investing in a long-term reputation is, then, a wise choice.  Here’s one of the best things to do to build that reputation....
Deeper Layers

Deeper Layers

As a sales educator and consultant, my work has consisted of bringing about positive change in sales organizations, sales managers and sales people. While my content has always been about sales in one way or another, my actual work itself has always been to create...

Q&A — Personal Finances

Because a salesperson’s income is often unpredictable, salespeople need to develop some disciplines and principles to guide their personal finances. This article provides some tips and techniques to manage your personal finances. Check out this...
Nurturing Prospects

Nurturing Prospects

You have made a call or two on a prospect, qualified them, and rate them as high potential.  The problem is they don’t have an opportunity at the moment. Lots of potential, but it’s all down the road a bit.  Your challenge is to maintain contact so that when they do...
Seven way to build rapport with anyone

Seven way to build rapport with anyone

Building rapport with customers is a fundamental sales skill.  Yet, few salespeople have been trained in the specific tactics to facilitate this. Here are seven ways to build rapport with anyone. Think of it like squirting oil into gears.  Imagine some gears grinding...