It's the time of year when everyone is making new year's resolutions. I trust you are, too. You're probably promising yourself to improve your life, your family and your health. No, this is not another admonition about how unlikely you are to stick to them, and how you need support. You are and you do. You know it. I want to ask what you're going to do to better in your selling life in 2008. Salespeople (at least I think) are the most likely to understand that small changes applied consistentl ...     Read entire post

Can you literally change your prospect's mind? According to research by Douglas Rushkoff  as noted in this interesting post  you can at least ask your prospect to re-think and picture the solution in a different way – one I have to hope is favorable to your proposal. If you’re like us here at WebEx, changing your prospect’s perspective is an everyday activity. We talk to very successful sales organizations (and a few not as successful sales organizations, but don&rsq ...     Read entire post