Great business leaders invariably exhibit the same qualities of character. In this first of series, I look at the qualities of character that mark great leaders, with a deep dive into the first: An unshakeable work ethic.

This is my answer to a question submitted by a sales manager: How many sales calls should a salesperson make? The answer may surprise you.

Every profession produces a set of best practices.  Despite the excuses we make for ourselves, what is true for every other profession is also true for sales.  There are best practices for salespeople and the best salespeople study them, and embed them into their routines.

It is the information age, and effective sales people and sales organizations understand the value of collecting good information about their prospects and customers. Good information leads to good decisions. Sales Potential is one often neglected piece of information that every sales person needs to collect.

B2b sales is long-term endeavor. Some accounts take years to develop, and some buyer-seller relationships last for decades. Investing in a long-term reputation is, then, a wise choice. Here’s one of the best things to do to build that reputation.

Because a salesperson’s income is often unpredictable, salespeople need to develop some disciplines and principles to guide their personal finances. This article provides some tips and techniques to manage your personal finances.

Dealing with an angry or difficult customer is challenging for everyone. The stakes are huge, and the emotions can often get out of control. Here are nine proven tips to help you handle the next confrontation with dignity and competence.

We all know the feeling. Your key contact in one of your good accounts sheepishly admits that they have moved some business to a competitor.

Nothing is more discouraging. You’ve spent years developing this account, building relationships, working hard at meeting their needs, and then, in the blink of an eye, you lose the business to a price-cutter.

Here are four proven strategies that will help you prevent your hard-earned business from disappearing.

Becoming one of the master salespeople -- the top five percent in the industry -- doesn't happen by chance.  It is the result of a disciplined approach to the project of improving yourself.  In this podcast, I share some of what I've learned over my career as a salesperson and sales authority.  Compare yourself to the five steps and put in place a set of behaviors that will eventually take you to the top.

One of the most common thing sales people hear is: ”I’m happy with my current vendor.” In other words, “If it ain’t broke, don’t fix it.” Here’s how to respond.