Today I am honored to have a guest blogger on my blog, his name is Neil Jain and he empowers people to make confident financial decisions. Here is his article:
In keeping with Alen’s current theme about Trigger Events, I can confirm that in my business identifying trigger events has been a key aspect of the sales process.
Importance of Trigger Events
In my business, we offer financial education workshops and, if you think about it, it’s hard to get excited about being more responsible with money unless there is some sort of …

Today I am honored to have a guest blogger on my blog, his name is Dave Kahle and he is one of the top sales trainers in the world. Here is his article.
Sales Master Best Practices:
Has a systematic set of criteria for classifying customers and prospects into ABC categories
“You’ve got to show it in order to sell it.”
Today’s selling environment is jammed with an unbelievable array of “things to do.” Left without any mechanism to take control, salespeople can easily default to a way of going about their jobs …

Today I would like to present to my readers an amazing and inspirational book written by my dear colleague Sharon Drew Morgen: “Dirty Little Secrets – why buyers can’t buy and sellers can’t sell and what you can do about it.”
What’s stopping us from closing the sales we should be closing? What’s causing us to lose prospects that need our solution? Why is the sales cycle so long? Why do we close less than 10% of our prospects?
Morgen contends it’s the sales model itself. In this disturbing, insightful book, Morgen …

Today I have a special guest on my blog, her name is Sharon Drew Morgen and she is the author of the NY Times Business Bestseller “Selling with Integrity” as well as 5 other books and hundreds of articles that explain different aspects of the decision facilitation model that teaches buyers how to buy. If you didn’t know, she is the visionary and thought leader behind Buying Facilitation® the new sales paradigm that focuses on helping buyers manage their buying decision.
Here is her article:
Why is a 90% failure rate ok?
As …

Today I have a guest on my blog, his name is Marshall W. Northcott and he is a master in the field of sales training, coaching and consulting, with over 20 successful years of practical work experience and a solid track record in the sales industry. He partners with progressive, growth oriented organizations in challenging and rewarding roles that allow him to leverage his skills and assets in corporate sales, sales management and/or customer service. Here is his article:
The Sales Process

In the early years of my sales career, what …