Making "the numbers" is a critical issue in any growing business. Growth depends on sales and sales depends on your sales management systems. But surprisingly, many companies pay scant attention to managing this critical area. Are your sales...

Surely, customers don't want a long-winded answer when a simple yes or no will do. However, because customers may not really know enough to ask the “perfect” question, sometimes it is very helpful to provide a response that includes a little more...

Mark’s article, “15 Tips to Voicemail Survival,” is featured this week on the website CEO Online. To see it, use the following link: CEO Online The same article is also posted on our website. You can read it in it’s entirety by...

The JF Guest Author Spot Keith Rosen MCC If you eat healthfully and take care of yourself, then you will never need to go on a diet. A sound and practical philosophy, regardless of how challenging it may be at times to consistently do so. This same philosophy...

The one difference between the depiction above and the reality in the working world is that abusive managers often have a flip side that’s charming, engaging or inspirational. They get you trapped into thinking that the charming person is the “real”...

How to Leverage Triggering Events to Get Your Foot in the Door When: Thursday, Oct. 9, 2008; 2-3:30 pm EDTInvestment: $99 per connectionRegister now. (Note: Can't make it at that time. No worry. You can listen in later at your leisure.) Top rainmakers...

I had an interesting conversation with my executive assistant yesterday. She's my "gatekeeper" who makes sure only legitimate, important phone calls ever reach me. Someone called and left a message with her requesting a call back from me...

Watch the news lately? Hard to avoid watching the train wreck on Wall Street, isn’t it? As you listen to people across America, from newscasters to people on the bus, one word seems to be on the tip of everyone’s tongue: FEAR. Read More...

The news blares about Wall Street and the latest corporate dramas. A celebrity's story or woe captures the attention of everyone in the 24-hour news cycle. Coverage of floods or hurricanes dominates the airwaves. Your company is rumored to be merging...

Here's my Sales Thought for the Week… The trick to getting a lot done everyday is simple: Follow the path of least resistance. (...) Read More...

"Move them forward or move them out." That's what I constantly preach about prospects in your follow-up file. This means if a prospect isn't moving closer to buying each time you speak, they're taking your valuable time. Keep in...

I am honored and pleased that two of my articles were chosen as “Article of the Week” in September by Top 10 Sales Articles, and one, Why Decision Makers Hate Cold Calls, has been selected as the Article of the Month. My other article that was selected...

I have seen many "Sales Managers" who have absolutely no idea how to "manage" people, and are simply more overhead reporting sales data to higher-ups. My position is that a truly professional sales person does not need a manager, they...

You would think that particularly now, as we shiver under the dark clouds of financial uncertainty, we would be compelled to leave our comfort zones, and go off in search of greater security? Not “most” people, because “most” people...

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