I get to travel all over doing my inside sales training programs for clients. And when I do, I love to get out, and take in what the city has to...
Avoid the Stupid Sales Questions
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The First “Art of Selling” Award Winner
I've observed, bought from, trained, and worked with many extraordinary salespeople in my 30 years of business. And I've written and spoken about...
Act Like a Child to Handle a No
In the grocery checkout line the little boy walked over to his mom with package of snack cakes and displayed it to her with an outstretched arm....
Managers: How to Be a More Effective Coach; Recommended New Book
This is a variance from the typical sales tips I share here. My longtime friend, colleague, and telesales and management expert, Jim Domanski has...
A Sales Lesson From High Gas Prices
So who isn't moaning about the price of gas right now? Probably the heads of countries that sell us oil... that's another story. I do have to give...
Questions to Ask to Get Your Competitors to Sell You
I’ve spent a lot of time on airplanes over the past 30 years flying to client training programs and sales meetings. Still do.  As a result, I’ve...
Picking Just the Low-Hanging Fruit is Lazy Selling
Some sales reps make a career out of just going after the low-hanging fruit, not really uncovering, cultivating, developing and growing...
What’s Missing in this Cold Call Opening Statement?
Here's a cold calling opening statement suggestion I read in an online article. It's no wonder so many people get beat up on the phone when they try...
Success Story from a Sales Pro
I love to hear your success stories and specific techniques that work well for you. Here is one from a fellow reader who used the ideas from the ...