Are Buyers Really Liars? – Part I

I don’t have to tell you that selling is a difficult profession. To make things even more convoluted good ‘ole Joe (and Josephine) America prospects, who are basically honest folks, immediately begin to stretch the truth. Every time they have a conversation with a...

Salespeople…Start Your Engines!

The last several weeks I’ve been noticing all over LinkedIn and Facebook, captioned posts of Spring Sales Kickoff meetings and events, showing smiling faces of excited salespeople in hotel ballrooms full of balloons and rah-rah posters with catchy slogans. It’s that...

You Can’t Prepare Too Much

Have you ever had to say, “I wasn’t prepared for that;” or “I didn’t see that coming?” I see you nodding your head up and down, using the universal sign for yes, because unexpected situations and circumstances pop up like whack-a-moles on an all-to-regular basis....

Prospects or Suspects?

Before we investigate the dilemma of prospects vs. suspects, let me set the stage for today’s post with this quick story: One morning a manager strolled into the sales room and just stood there with his arms crossed. One by one the reps began to take notice of him and...

Sweat the Small Stuff

During the 1990s, crime rates in New York City dropped dramatically, even more than in the United States as a whole. Violent crime declined by more than 56 percent in the City, compared to about 28 percent in the nation as whole. Property crimes tumbled there by about...