The increasingly intense competitive challenges of the world economy challenge everyone - everywhere - to adapt in order to prosper under new rules.
In the old economy, hierarchies pitted labor against […]

 
In a word, “Yes” – In five words, “Yes of course it is!”
Some interesting facts about referral based selling that you may not know:
• 85% of all sales people do not generate enough quality referrals.
• […]

 
“A foolish consistency is the hobgoblin of little minds” – Ralph Waldo Emerson
For “foolish consistency” you could very easily read “dull routine.”
Routine – doing things by habit, subconsciously, without […]

 
Many years ago, I realized that my organization - like most others - occasionally suffered what is commonly known as “The Peak and Trough Syndrome” or more usually, “Feast and Famine.” However, me being me, […]

 
It was only a matter of time before the highly successful Sales 2.0 Conferences made it across the “Pond” and June 7th is the date,London is the venue.
Why London, and why this year? Larissa Gschwandtner […]

 
It is a harsh fact but the reality is that not enough companies have learned how to employ sales training as a strategic tool: Those that have are leaders in their industries, offering their shareholders […]

 
As I have said often enough here on this blog, I enjoy negotiating very much: I have worked hard to learn and perfect my skills over many years, and practiced in a variety of circumstances – so allow me share […]

 
Most people are familiar with the old saying, “Easy come. Easy go” In the sales world we often observe that sales people who experience success quickly falsely assume that the sales profession is going to be […]

 
In an inbound marketing world, is there still need to call people? This is the current question on many sellers minds and one that deserves some ongoing discussion.
Of all the ways we have seen people actually […]

 
Only now is the notion of ‘emotional intelligence’ becoming widely understood. For the leaders of the future, it is likely to be as important as a high IQ.
In his ground-breaking 1996 book, “Emotional […]

 
Last December, I was asked by a number of people to make some predictions for 2012: I could very easily have talked about my favorite topic right now, i.e. the rapid transition towards inside sales, or the […]

 

The first question from a student in my sales workshop at Wharton earlier this week was, “Is sales still a good career?”
When I asked the students what they thought, the majority worried that the Internet […]

 
I understand and appreciate that many frontline sales professionals – and senior executives too, for that matter – are not comfortable negotiating. I enjoy it very much, and I have always particularly relished […]

 
Four weeks ago, when we set out to discover who the “Top 50 Sales and Marketing Influencers for 2012” are, we were determined to adhere to some fairly stringent rules of objectivity: This was terribly […]

 
It was only a matter of time before the highly successful Sales 2.0 Conferences made it across the “Pond” and the organizers have finally announced that June 7th is the date, and London is the venue.
Why […]

 
When Sir Tim Berners Lee invented the World Wide Web 20 years ago, he had little idea how his invention would transform the world of business and marketing.  An increasing number of companies now perceive the […]

 
Being prepared for your business trip
Regular business travel is often a requirement of any job these days.  Whether we like it or not it is often necessary to travel to European destinations and even further […]

 
Starting out in business is the fulfilment of a dream for many individuals. Being one’s own boss, working the hours that you prefer, having the ability to make decisions about the direction the company will […]

 
You would be surprised – well maybe you wouldn’t – at how many messages I receive from friends and colleagues asking if I actually sleep, and where I find my energy reserves from. It is true that I do “blitz” […]

 
 
When so much time and money is spent on training people about the need for constructive relations with customers, why is it often so bad?
For much the same reason that when so much money has been spent on […]