photo credit: jonny goldstein via photopin cc I’ve been selling a service for many, many years and I can tell you that selling something people can’t touch and feel has its challenges. No amount of explaining, documenting and outlining can ...

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I’m taking some vacation time this week and I’m actually going to stand waist deep in the Columbia River in Oregon and cast for Trout. (Don’t worry I won’t hurt any I’m strictly a catch and release kind of guy.)  While I am ...

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In order to thrive in today’s digitally driven business environment, sales folks need to think and act more like marketers. I suppose to some degree this has always been true, but it is painfully so now that prospects have access ...

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One of my predictions for 2012 is that more people will come to understand that you can indeed do business using social networks and, frankly, I’m already seeing it. There are a couple reasons for this. First off, people are ...

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I’ve often said the difference between sales and marketing is that marketing owns the message and sales owns the relationship. Harvest by St0rmz Some folks suggest that the onslaught of social media, content publishing and real-time search has rendered the ...

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If you are emotionally attached to cold calling, you might want to stop reading this post now. At a recent conference I heard Mahan Khalsa, co-author of Let’s Get Real of Let’s Not Play share the following statistics. (I don’t ...

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