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Sales Lessons Learned from Godiva Chocolatier


Some clients are more fun than others. That was true for me with Godiva Chocolatier. I worked with them for six years, delivering countless workshops and talks on sales and customer service. They were a great client. Fun, open to …

Do You Have Customers from Mars?


Some customers make me think they are from a distant planet. They’re the ones that ask me the bizarro questions that I can’t even begin to understand, let alone answer.  They ask questions that begin with “I know this is

I Cannot Make a Sales Call at 8:00AM


I cannot make a sales call at 8:00AM. It’s too early. My prospects are probably still commuting. I’m better off waiting for them to get to their offices and settle in. I don’t want to irritate them at such …

Sales: The Most Fun You Can Have at Work


Sales = Fun.

I know not everybody agrees with that formula. In fact, many people strongly disagree. But let me tell why I it’s true for me.

First, I get to meet all kinds of interesting people, who work in …

Stop Hiding Behind Facebook


You have a large number of Friends on Facebook. And you have many Connections on LinkedIn. Not to mention numerous Followers on Twitter. That’s great. But, right here, right now, how many prospects do you have? Friends, connections and followers …

Meet Your New Competition: the Delete Key


Selling has never been more challenging. You are pulled in a thousand different directions, at work and at home.  Everything is hectic and demanding. It’s important to remember that the same is true for your customers and prospects. Like you, …

Are You Collecting or Connecting?


Social media sites are very alluring. They make all sorts of implied promises. “More connections!” “Reach more people!” Even the names for contacts are appealing. Facebook wants to increase our number of Friends, where Twitter speaks about Followers.  It all …

Social Media Guidelines


Many people are on the different forms of social media, but they’re sometimes not sure why. They have a group of followers, or connections, but don’t really know what to do with them. This is expecially true of LinkedIn. While …

LinkedIn: Sales Prospecting Workshop – March 24th


Are you on LinkedIn but you’re not sure why? Are you collecting contacts, but not using LinkedIn in any signicant or active way? On March 24th, I will be delivering a lively and informative workshop to show you a systematic …