Training, Training and more Training—The Real Secret to Success We’ve taken a strong look with some very revealing questions in a myriad of areas that determine the overall effectiveness of your sales efforts. However, the real driver of success...

Are your New Product Introductions poised for success? As part of an ongoing analysis of key questions that should be asked because they provide insight into the hidden factors that determine the effectiveness of your sales efforts, we began by...

Country singer Kenny Rogers had a big hit record called The Gambler, and a verse from that tune read “You gotta know when to hold’em, know when to fold’em, know when to walk away, know when to run…” Those words offer sage advice to card...

If you’re looking for a few ideas about how to drive demand for your products or services, I recommend checking out Jeff Ogden’s ebook, “How to Find New Customers.” Ogden does a nice job of explaining the critical concepts of demand generation...

Having sold for many years (some say since the earth cooled!), I’ve always been concerned about the word “close.” While I understand its use, meaning and intent, it still bothers me. It seems so final! And often times a prospect is...