Little white lies. Innocent omissions. Misrepresentations of your product’s or organization’s capabilities. Many of us in sales are practiced liars. By lying, I mean we tell someone something we know not to be true with the intention of misleading...

Do people “stick” to you? Or do they quietly look for ways to keep conversations short and impersonal? If you’re slumping in your career, you need to turn your focus inward. “Adhesiveness,” close cousin to cohesiveness (we’ll...

I generally like reading surveys that focus on the sales profession because it either teaches you something new or reconfirms a trend you already suspected. Either way - it gives you something to think about. PROFIT magazine and the Canadian Professional...

People judge. Whether we like it or not, everyone does it. On a professional level, right or wrong, I judge people by how effectively they network. Is it just me or if you find someone on Linkedin with only 5 contacts and no profile information, you wonder...

Like many salespeople and small business owners, I find staying focused during prime selling hours to be difficult. Interruptions, minor emergencies, emails, phone calls, and a myriad of other issues and concerns are constantly trying to draw my attention...

Today is Monday - and with that, we’re starting up the 6th full working week of 2008. Over the weekend, I came across an older post by Dave Cheong on his personal blog. While Dave is a software engineer, his productivity tips apply to most of us...

A guest post by Craig Klein of SalesNexus.com in our series called “The One Thing You Did in 2007 to Impact Your Success“. More posts in this series here, here and here. Prior to 2007, we had struggled to sell profitably. We generated revenue...

“What’s the single biggest change I have spotted in (the last) 30 months? The invasion of highbrow technology into the once low-tech world of small business.” So says business leader Harvey Mackay in last week’s column (here’s...

Penelope Trunk is one of my favorite bloggers. She runs Brazen Careerist, a site that provides career advice for a new generation of employees. Great quality content with a twist. In a post she wrote yesterday, she lists three things she has learned from...

Part of a series called “The One Thing I Did in 2007” - other posts here and here. “I changed my mind on you working remotely, I want you to move to New Jersey”. Those were the words of the President of the company I worked for...

David Bohl over at Dumb Little Man lists 20 qualities that can help make our lives more successful. Here are a few: Humility. Don’t lead a life thinking you are better than others or are superior to those around you. Modesty and humbleness will leave...

As you prepare for your upcoming sales meeting, I’m taking the opportunity to wish you a Happy New Year, and offer these bits of tried and true wisdom for your upcoming event. 1. Pack Ear Plugs - 2 sets If you have to share a room, and your roommate...