I’m often asked for advice by sales reps, often those who are unhappy at their current company, looking for guidance as to what type of company they should work for. Here a just a few things to consider: 1) Do […]

Every seller wants to be able to express what makes their product or service different. Understanding differentiation helps prospects turn themselves into customers. But it’s not always easy to make claims that differentiate you from your competitors. Especially if you […]

  I’ve been giving a lot of thought lately to what makes the best salespeople good at what they do. Here are a few of the characteristics that almost all great salespeople seem to have and some thoughts on how […]

At the end of speeches I often offer people in the audience the opportunity to make an appointment to buy me breakfast so they can pick my brain for an hour. For the price of an omelet you get an […]