An Insightful Blog About Business Development

I have trained many sales people over the course of my career. I have had the opportunity to work with high achievers and underachievers. I have observed that one (of many) common weakness that separates high achieving salesmen from under achieving salesmen is in their ability to close. Countless books have been written on the…

Why did we lose that sale? As a sales manager I would often ask a salesperson why they won or lost a particular order. I would further inquire about their sales process. Seven times out of ten times I would get a blank stare. Usually the salesperson went on to sell me on why they…

How do you implement an effective sales transformation? Too often, companies try to create sustainable change in their organizations through a single sales training event. As often as not these events take place at annual sales meetings and information is thrown at the sales force like water flowing through a fire hose. Usually, the information…

Just lost your job but don’t know where to start? So you just lost your job, or you are on the cusp of losing your job for one reason or another. What are your next steps? First and foremost you need to package and market yourself. Waiting for the phone to ring is a lousy…