Recent Stories From this Author

Leadership: Do you have it?
February 1, 2012
What is the difference between a manager and a leader? According to Warren Bennis, founder of the Leadership Institute at the...

Sales culture: Do you have it?
December 1, 2011
I would like to discuss with you the building blocks of a successful sales culture. Let us start with values and morals. Then...

Your buyer needs a fix
November 1, 2011
Building customer relationships parallels the concept of personal addiction. An addiction requires an occasional fix....

Bring a gift to your buyer this holiday season
October 1, 2011
Most group business renews on January 1. So you are going through the craziness of putting your 12/1s and 1/1s to bed....

Crossing the value gap
September 1, 2011
Crossing the value gap should be a top priority for benefit sellers. The value gap is a chasm that exists between how most...

If you want to sell, close the sale
August 1, 2011
To sell is to close. It is the penultimate conclusion. Selling is of no value unless one can close the sale in a timely manner.

If you want to sell, sharpen your grammar
July 1, 2011
We talk for a living. We should be experts at talking to prospects, but not everyone is an expert. Let's devote this column to...

If you want to sell, mine the data
June 1, 2011
Stop working harder at sales. Instead, turn on your computer. When the dots are properly connected, data can open a whole new...

If you want to sell, generate sales momentum
May 1, 2011
Iwould rather be poked in the eye with a sharp stick than sit through a humdrum and aimless sales presentation that goes...

If you want to sell, paint a picture
April 1, 2011
In this month's installment in our sales training series - which follows February's and March's columns on buyer motivation...