Sometimes You Just Have to Ask

My son Max has been working hard putting together a skating/dance party for tomorrow evening to benefit an anti-bullying charity  – Kidpower International.  Yes, he’s a great kid, but he’s really doing this to fulfill his “mitzvah” requirement… Read More

Next Steps? Take the Easy Route Down Easy Street

Everyone wants a shorter sales cycle, yet too many sellers find themselves stuck in time pot holes or getting lost in a confusing route.  Isn’t it time to steer sales communications – yes, oral and written – around… Read More

Oh, Waiter. Want to Join My Sales Team?

One of the drudgeries of sales management is combing through resumes looking for that “Aha Moment.” Through real or virtual stacks of Curriculum Vitae, sales managers wait and hope for at least one spark to jump out as… Read More

Negotiating tips from the Big Daddy at Go

Mid-December usually means one thing to my clients – Negotiating Season.   I can't tell you how many times I hear from clients who have followed a Customercentric sales process, listened, documented and followed their customer's buying process,… Read More

Training New Hires – from a LinkedIn Discussion

From the Sales Training Practices Group on LinkedIn: Matthew Kearns, a Sales Learning Consultant posted: My company sells outsourced workforce management technology and service. I’m currently a sales trainer for their Major Accounts division (selling to companies with 50-999… Read More