This may surprise you, but putting too much emphasis on closing business is actually counterproductive to increasing your revenues.Is your business experiencing wild swings in revenue?This may surprise you, but putting too much emphasis on closing business is actually counterproductive to increasing your revenues.

Like many sellers, you’re wrapping up your fiscal year soon, so it’s time to close-out your year strong.

While important at any time, it's critical at the end of the year that you look hard at your pipeline and assess what is real and what is not.

As a sales expert, I watch interactions everywhere, and it's fascinating to see how different cultures interact personally and professionally. Here are some interesting observations: 

Here are 4 important sales lessons I have learned in the last 12 weeks...

The solution to the need to sell more isn’t to just do more things more often.

Here are the top 10 points from my keynote, they're the strategies that work today.

Many salespeople look at raising prices with a grain of salt, a double-edged sword if you will.

I've said it before and I'll say it again, you need to work towards sales and marketing alignment in your organization. 

Is your business experiencing wild swings in revenue?

Cold calling is desperation selling.

No, a "deer in the headlights" look does not bode well with instilling confidence in a buyer's mind.

Have you ever wondered what makes you and your business more interesting to your prospects and clients?

Far too many companies out there simply aren't growing.

I have a question for you. Do you really know where your revenue comes from?

You may have noticed an interesting trend that has recently picked up steam.

How can you ensure that you’re hiring the right people to join your sales team?