I no longer find the language "overcoming objections" to be as useful as it once was. It is more often true that we are really resolving our client's concerns. The challenge is that they don't always present their real concern.

If you haven't read my column on Forbes.com titled A Red Ocean Strategy. My experience in sales is only in the Red Ocean, where there was ferocious competition and more competitors than the market needed. The competitive strategy that allows you to dis...

Regardless of what the pseudo-experts say, the telephone still dominates when it comes to generating appointments, the key to creating new opportunities. The social tools are useful, and they play an increasingly important role,

Regardless of what the pseudo-experts say, the telephone still dominates when it comes to generating appointments, the key to creating new opportunities. The social tools are useful, and they play an increasingly important role,

If you want to transform yourself, you are going to need to leave part of your old self behind. That’s the price you pay for transformation, and the price you pay for becoming the person you were born to be.

If you want to transform yourself, you are going to need to leave part of your old self behind. That’s the price you pay for transformation, and the price you pay for becoming the person you were born to be.

My observations of the current landscape in sales as it exists right now, and it isn't pretty. Selling is difficult-and growing more so over time.

My observations of the current landscape in sales as it exists right now, and it isn't pretty. Selling is difficult-and growing more so over time.

You have both the voice of an Inner Critic and an Inner Coach inside you. Which one you listen to will determine the quality of your results--and your life. 

You have both the voice of an Inner Critic and an Inner Coach inside you. Which one you listen to will determine the quality of your results--and your life.