Sales Lab Posts

Recommendations are increasingly important with written social media. LinkedIn is my primary driver, but those recommendations are so good...

I go to meetings because that’s often where people go to learn something new. When I connect, I want to make an impression. Neither one of...

Thanks to Ram Iyer for asking about cold calling. Cold calling is a technique for getting focus from new prospects. Sales professionals u...

Our economy has been going through cycles – up & down – since the depression in the 1920's. Cycles start and cycles end – we are ...

Lunch with one of my strongest salesmen. He is introducing some new products and fretting that he needs deeper product knowledge. I let hi...