Professional speaker, award-winning sales blogger, and author of Business Without the Bullsh*t and How To Say It: B2B Selling.

10 Dumb Lies That Lousy Bosses Tell — By its very nature, managing employees requires a certain amount of discretion. However, there's a fine line between discretion and deception that, when crossed, creates resentment and job dissatisfaction. This post contains 10 lies that I've heard bosses tell in real life, along with suggested true statements that do the job much better.

Take Advantage of the Recovering Economy: 5 Tips — Evidence is accumulating that (at long last) the United States is emerging from the Great Recession of 2008. Unemployment figures are down and consumer confidence is up and, according to the Brookings Institute, the U.S. is a "bright spot" in the world economy.

4 Ways to Nudge a Slow Customer — You've sent a sales proposal to a customer and haven't heard back, even though there's been plenty of time to make a decision. Your challenge is to give the customer a nudge to get the purchase moving again. At the very least, you need to know whether the opportunity is still alive.

Want Success? Love to Sell — The most successful entrepreneurs and businesspeople share a single, essential characteristic: they're good at selling. No idea, expertise, product or service ever became successful without somebody selling it to investors, peers, employees and customers. I can, and have, published hundreds of posts explaining how to improve your ability to sell, but up until now, I've held back a secret.

How to Train Employees: 5 Rules — Companies spend billions of dollars a year on training. Unfortunately, a lot of that training is simply wasted effort, according to sales guru Duane Sparks. A while back, he gave me a set of principles or rules for training employees. Our conversation was mostly about sales training, but it applies to any kind of training.

5 Weird Reasons Trump’s Candidacy is Good For America — Trump's announcement that he's running for U.S. President continues to dominate the political news. Some believe his candidacy is just an elaborate publicity stunt; others that he's truly serious. Regardless, his candidacy is good for the country.

What Science Says About Successful Bosses — Over the past year, I've been writing a book about the future of sales and marketing with Howard Stevens, chairman of the leadership assessment firm Chally. As part of a decades-long research project, Chally has gathered extensive personality data about 150,000 salespeople, including 9,000 sales managers.

Sell Your Idea to Anybody — Selling an idea means changing the way that people think. You must show them how your idea will make the "after" better than the "now." Unfortunately, most people are wary of change, so if you're going to sell your idea, you'll need to be aware of (and adapt to) any preconceptions that might prevent that audience from embracing the change your idea implies.

Get the Most Out of Customer Conversations — Selling means understanding a customer's needs and crafting a solution to meet those needs. Here's a simple 10-step process for making sure that your customer meetings move your opportunities forward: Never have a conversation with a customer without first using the Internet to find out about the company's basic structure, executives, customers, and business model.

6 Ways to Convince Customers to Buy — Customers never buy because of product features. They buy because they perceive some "benefit" to those features. Unfortunately, most sales and marketing messages talk about features and let the customers try to figure out the benefits. That's asking your customer to do your heavy lifting for you.
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