What do You Want, “Likes,” Followers and Connections or Paying Customers?

Are you collecting followers or developing mutually beneficial business relationships that convert into results for your customers and revenue for your company? Let’s face it, you don’t want countless followers. Who can manage all of that anyway? What you really want are gaggles of happy, paying loyal customers. Have you analyzed how many customers you need to achieve your revenue … [Read more...]

The Ultimate Sales Compensation Question

“Should sales reps be paid even more than you?” My friend, Kenneth Manesse Sr. asked this question in response to Inc.’s article. “4 Things Every Entrepreneur Should Know About Sales.” … [Read more...]

New Sales Simplified by Mike Weinberg – Book Review

Would you like to simplify and improve new business acquisition? Not only is it possible, but it’s relatively simple to do. In case you missed it, the tagline for this website is Selling Ain’t Rocket Science. Mike Weinberg’s book "New Sales Simplified" is easy for me to stump because we both believe in simplifying and Mike unravels the enigma of acquiring new business with the same solutions that … [Read more...]

Book Review: “High-Profit Selling, Win the Sale Without Compromising On Price” by Mark Hunter

  The battles over price are as old as selling. Can you picture the first dirt farmer negotiating for some livestock? Learning how not to flinch when a customer claimed “Your price is too high” took mentoring and practice. When I finally understood that price complaints are to be expected and a sign that the game’s afoot, my reflexes changed. … [Read more...]

Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers by Ron Karr – Book Review

More sales books, blog posts, and articles are published monthly than all the material available when my sales career began in 1971. Finding the gems can be daunting, so I was fortunate to find “Lead, Sell, or Get Out of the Way.” I met the author Ron Karr on Twitter, enjoyed his conversations and posts, and liked what he says about selling. A Fox TV interview with him finally piqued my interest … [Read more...]