Sales

If you’re a sales director, or manager, you already know you have one of the most difficult and demanding jobs in business today.  Motivating and holding your people accountable, training

If you’re in sales and new business development, you know that your job consists of three primary functions: selling (including presenting your solution to a prospective customer or client, then

So, here we are in August – what some people refer to as the “dog days of summer.” Temperatures and humidity are through the roof, many of your clients, customers

(Reader Alert: This article is about golf; if you are not a fan or a participant – or have little patience for those who are – please feel free to

The month of June signifies different things to different people: weddings, graduations, Father’s Day, hurricane season, the Summer Solstice, etc. The kids are out of school, summer vacations are being

The month of May signifies many things to many people, depending upon your point of view and frame of reference. It’s the peak of springtime (and the precursor of hot,

Dear Jim,  How many follow-ups are too many follow-ups, too many? I’m under pressure to get answers from prospects before moving on, but sometimes I can feel the irritation in

In case you haven’t noticed, a shift in the profession of selling is underway. This shift – the digital empowerment of buyers – has been rumbling for a while but,

By now, you should have already completed your sales forecasting for 2024 and be well on your way to laying the groundwork for a wildly successful year. Sometimes I find,

As we enter the final month of the year, you may find yourself assessing what went well (or perhaps not so well) in your business over the past eleven months.

It’s no secret that the dynamics of professional selling are changing, and ever-evolving, particularly with the proliferation of virtual selling, LinkedIn, social media, etc. What remains, however, is that selling

If you’re a football fan, we sincerely hope that your favorite team – National Football League, college, high school, etc. – is off to a good start to the season.