I'm often asked what has changed the most about sales in the past 5-10-20 years. Well, of course technology has made many things in our lives...
A New Sales Book You Need to Own: SNAP Selling
read more
More Sales Pros from LexisNexis Matthew Bender
Here are the Account Executives at LexisNexis Matthew Bender I presented a workshop to on Thursday in Albany. These AE's are more responsible for...
Photo of Smart Calling Sales Pros
Here is the group of sales pros from LexisNexis-Matthew Bender I had the opportunity to present a Smart Calling workshop for today. These reps are...
Go Low-Tech, High-Touch for Major Impact
In our age of being constantly electronically connected to our Blackberrys, iPhones, social media sites and more...let's stop and revisit what...
Managers: Get this free ebook of 30 mistakes to avoid
One of the smartest sales management guys I know--heck, business management in general--is a fellow member of my mastermind group, Bill Lee. He has...
Scammer Voice Mail, Part 2–They’re Using the Same Script
A few weeks ago I shared a voice mail sent in by a fellow reader. It wasn't bad, other than being a flat out lie, and probably a scam. Here's...
Selling at Full Price When there is Resistance
I was looking at a couple of pieces of office furniture from different dealers. One was more expensive than the other, but I liked it more, and the...
Photo of Thomson Reuters Sales Pros
Yesterday and today I'm working with a great group of reps at Thomson Reuters Tax and Accounting Creative Solutions. I've been coming here to Ann...
Sales Training Class Photo
Last week I was in Dayton, Ohio to work with the newest sales pros at LexisNexis. Here are the reps who are handling new business acquistion (Smart...