A Blog (short for web log) provides commentary or news on a particular subject such as food, politics, or local news. A blog can be private, as in most cases, or it can be for business purposes. Blogs, either used internally to enhance the communication and culture in a corporation or externally for marketing, branding [...]

Imagine that you will be having a baby in two weeks. While turning around in your home, what will you see? You are missing the crib, blankets, diapers and everything else that is needed for the new addition to your family. Won’t you need everything right away? You have an immediate need and must take [...]

Your mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them – a move, a merger, new investors, etc. You have to look for any event that might create the opportunity for you, or better said you are looking [...]

The problem: There has been a revolution in everything in our society except in sales. “New” sales books are still talking about the same tips, tricks and techniques that were working in the last century. Certainly selling has the look of 20 or 30 years ago, features and benefits are still the main topic at [...]

The average salesperson is overly eager to begin actual selling, and in this ambition he or she is encouraged by the average sales manager.  In selling, as in many other activities of life, it often is true that less haste makes more speed. It does not pay to rush the preparation steps, for the result [...]

My dear colleague Paul McCord has a new post on his blog: The Top 25 Ranked Blogs on Sales and Selling Here is the list of the top 50 sales blogs on the internet as ranked by BlogRank using 20 different criteria.  Paul has included the Twitter address for each that he could find: ChangingMinds http://twitter.com/changingminds [...]

You’ve probably heard of my book, “Trigger Events – How to Find Your NEXT Customer.” It’s the book that helps sales people easily differentiate prospects from suspects, gives them a new set of tools to find new customers who are on the market today, and makes them successful by using 21st century resources to close [...]

Three main keys of every sale are: Researching and qualifying your customers Being in front of them Being there when they are ready to buy To start the sales process you need to find out who could be in the market today, and then recognize your selected customer’s wants and needs. Even if your company [...]

Tomorrow, April 2nd, I am holding a webinar and there are only few more spots available. Title is: Find Buyers Who Are Ready to Buy…Now! Learn to Identify the Trigger Events That Motivate Prospects to Buy “I have lot of business in my pipeline, but very few deals are closing.” Adding prospects to a sales [...]

My new webinar is scheduled for April 2nd: Find Buyers Who Are Ready to Buy…Now! Learn to Identify the Trigger Events That Motivate Prospects to Buy “I have lot of business in my pipeline, but very few deals are closing.” Adding prospects to a sales pipeline is easy … but if they aren’t ready to [...]