Few sales people ever stop to give thought to what it means to stay balanced.  Using a sailboat metaphor, we look at six specific initiatives to bring your life into balance and empower you to work at the most effective level.  This is a higher-level practice for the serious professional.

In our chaotic economic environment, countless things demand your attention and divert your focus.  In this unprecedented environment, we need to have a greater understanding of how we can become more effective and less scattered. That means understanding how we make decisions, and attending to the deeper issues that impact everything else that we do.

Salespeople have a tendency to repeat certain negative behaviors and turn them into habits.  Generally, they are not even aware of them.  These negative habits detract from their performance. Here's number five on the list of the five most common sales mistakes.

There are certain negative habits that B2B salespeople commonly create.  These unconscious habits reduce their effectiveness -- and most don't know that they have them.  Here's number four in the series.

Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of sales people. Certain negative tendencies -- mistakes that sales people make -- keep surfacing. Here is number three of my top five. See to what degree you (or your sales force) may be guilty of them -- Mistake Number Three: Contentment with the superficial

Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of sales people.  Certain negative tendencies -- mistakes that sales people make -- keep surfacing.  Here is number two of my top five.  See to what degree you (or your sales force) may be guilty of them.-- Mistake Number Two: Lack of thoughtfulness

Business to business sales people often make the same mistakes. Most are not even aware of them. In this series, I’m going to describe the five most common mistakes sales people make, and provide a step-by-step format for overcoming them.

The idea of entertaining your customers is often a after-thought for many sales people. From my experience, strategically entertaining your customers is one of the best things you do. Join me to unpack this issue, and gain several ‘how-to- tips.

We all know it -- customers have less time to see salespeople today than ever before.  They have too much to do and not enough time in which to do it.  That makes the job of the field sales person much more difficult.  That's why the 'value-added sales call' is so important.  Dig into this new challenge with me.

How do you sell when the competition has exactly the same product? Are you reduced to being the low price? Unfortunately, many sales people have never thought deeply about how to effectively sell commodities, and resort to discounting. Here’s a proven, effective approach.