Like boxing, selling is a contact sport; in both professions triumph depends on strategic, repetitive and effective connects with another person. While the contact is relational and psychological for the…

Between phone calls, meetings, professional development, presentations, research, paperwork and networking (not to mention time sucks like Facebook), salespeople can spin their wheels for hours — only to realize that…

Pity the many salespeople who set off each morning with high hopes of beating their quotas (or even meeting them), only to lose steam by lunchtime as — despite their…

Everyone knows the stereotype of typical salespeople: aggressive, slick “type As” who won’t take no for an answer and always “get over” on the people they are selling to. Unfortunately,…

Viagra is touted for making powerhouses in the bedroom. If only there was a Viagra for each area of life, like business. Just pop a pill and…voila! But we all…

Before marketers get all in a tizzy over the headline, let me clarify. First, I am a marketer, so I am not advocating putting me out of business. But, I…

Sometimes, despite everyone’s best efforts, a salesperson just isn’t cutting it. The approaches to solve this vary, but they tend to be extreme on both ends of the spectrum: either…

Received this in the mail this week. Thought I would share it (with Jerry’s permission) as it illuminates exactly what is wrong with most salespeople. “We all sell something in…