Has Sepp Blatter failed at FIFA -- or just received some timely feedback? I'd love to ask him! There's no such thing as Failure... Just results! Some results you'll like. Some results you don't like. The key thing is to learn from each of your experiences.

Do you know customers that have been in the same job since time began? Or that have the same lunch every day? Or lived in the same house for decades? In sales psychology terms we call them 'sameness' people. They simply don't like change, certainly not in the contexts mentioned. Then again you may know customers who revel in change -- at work, possibly at home, again it can depend on the context. We call these 'difference' people. There is no right or wrong -- but if you can identify these particular characteristics in your customers, increasing sales is easy! How about you?


Sales organizations are built on rules: both internal rules and adherence to their customers' rules. Obeying these rules is good -- and has made many companies successful over the years. But when is it right to bend, or break, the rules?

Tips for evaluating your daily performance. Leverage you strengths and develop opportunities for growth.

You will know by now I'm on a mission to improve the nation's selling techniques. It seems every day I get collect more evidence of just how big a challenge that is going to be! On the other hand a bottom less pit of potential work it seems. Take my colleague Jonathan's example from a while ago...

"When you say something about yourself it's bragging. When other people say it about you -- it's proof!" (Jeffrey Gitomer) How good are you at collecting testimonials from your happy customers? Great? Then well done, keep it up! You're in the minority though! Many business owners simply never get around to it, or are a little bit nervous about asking or don't do anything with them once they've got them. Here are some 'off the top of my head' thoughts when it comes to testimonials...

But for most of us, after our summer holidays, we share that foreboding as we crack up our laptops wondering what 'the figure' of emails will be. Then there are the bragging rights. I reckon most people share their inbox total with their immediate colleagues within 30 minutes of discovering it (go on -- be honest!). And there's that tinge of disappointment if a colleague has a higher total than you! My challenge to you is...in amongst the emails, the meetings and your other tasks and projects, how are you going to make sure you do enough selling?.

Making Sales Social

Incorporating Social Networks into Your Sales Process

The methods of communication we use today have expanded, and your sales channels should expand, too. Learn how to incorporate social media into your sales process.

Webinar: Up Your Sales Game with Corporate Family Data

Complimentary Webinar from LexisNexis Corporate Affiliations

Is your sales team missing opportunities to score more wins? Find out how corporate family data can up your sales game. LexisNexis Corporate Affiliations is hosting a complimentary webinar, "Up Your Sales Game with Corporate Family Data" on September 24, 2014 at 2-3 P.M. ET.