In inside sales, no one will be surprised to hear that prospecting as a process significantly impacts business. You will also not be surprised that I feel compelled to share a simple yet incredibly effective and efficient process. I doubt…

When thinking about sales as a science, I think the #1 place that salespeople and organizations fall down is when it comes to testing what works. AND #2 being willing to consider failure an important part of the process… which may…

Years ago I read an article on What Makes Art, Art? and I’m going to start with three ideas from there on what makes art and (shocking) relate it to sales: perception of the viewerintention of the creatorinterpretation Most interesting…

You may have heard that sales is an art, maybe a science, or even a game. Join me as I share: how sales is actually all three.how to leverage each to make your sales team more successful. on Thursday, July…

Saturday will be Independence Day in the United States. A celebration filled with fireworks, parades, boating, or grilling in the backyard (your welcome to my Southern friends for not calling it a BBQ – you know who you are). Today,…

I have to share that when people say they are going to share the “secret to success” I am instantly on guard. Why? Because I’m sure it’s a scam. There is no SECRET to success… yet there are traits that will…

In Colleen Stanley’s new book Emotional Intelligence for Sales Leaders, this line struck me as critical! “When you dig deeper in the root cause of emotional reactions, you will find that most emotions are created by the stories salespeople tell themselves. We…