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“It is not the strongest of the species that survive, not the most intelligent, but the ones most responsive to change” - Charles Darwin Whatever got you where you are today will not be sufficient to keep you there. A rapidly changing environment...

An interview with Waldo Waldman of Your Wingman, who brings some of the techniques used in military missions to the sales environment. He is one of the most energized and positive individuals in the business. Read More...

Bruce Brakenhoff is all about the personal touch and catering to the unique needs of the individual. "I could line up five billionaires in a row and they'd all be completely different," he says. Read More...

I have said it often enough recently, but it does no harm whatsoever to discuss it again. Today, more than at anytime in the recent past, we should be staying focused on our most important accounts. So what do I mean when I say: “Major Account Management...

The most popular Sales Machine post over the past few months has been “Nine Dumb Things Sales Managers Do.“ At the end of the post, I asked you readers for suggestions about what else should be on the list. You came through, big time. Here...

Great news for Sales Machines readers! You can now put a button on your browser that tells you, with a single click, whether a new post or comment has been added. To activate this feature, simply click on both of the “RSS” buttons in the “Subscribe...

Myth: The Internet makes customers so well informed that they no longer need sales professionals to help them make business decisions. Truth: The Internet frequently creates confusion and ignorance, thus producing a demand for highly-skilled sales professionals...

Here's a short video of sales guru Keith Ferrazzi explaining why networking is the single most important element of success... in sales, and in life. Read More...

You can imagine that there are a whole host of reasons why we should be building brick walls around our most important accounts right now - predators are everywhere - and I will be discussing these in some detail during a webinar on November 12th, with...

The JF Guest Author Spot Paul S. Goldner So much has been written about objection handling that you might wonder why I am going to revisit one of the oldest and potentially most challenging areas of sales. The answer is simple; there is a better way to...

Traditional wisdom says that Republican administrations are better for business than Democratic ones. Not so, says the New York Times. The recent article Bulls, Bears, Donkeys and Elephants examines the performance of the stock market over the past eighty...

On Saturdays I try to post something that’s a bit lighter and less sales-focused. This time it’s been hard for me. It’s been a rough week. I worried about the economy. At about midnight last night, I just gave up. The whole situation...

There's a world of difference between thinking of an idea and being able to execute it. Ideas, even great ideas, a dime-a-dozen. What's rare in this world are individuals and organizations who can actually execute those ideas. Read More...

Here's some timely advice on overcoming fear from sales guru Brian Tracy. He's a bit of an old-timer when it comes to sales training, but I love his material because it's all about the basics. Read More...