In Strategic Selling, defect or failure results not from what you know, but about what you don't know.

Consider your role model(s); those that are the definition of “successful” in your mind.  You may believe that they have natural abilities (

Using Net Promoter Score ® to measure customer loyalty can provide you with great insights – some positive and some negative. Either scenar

Did you ever wonder what your workplace drama quotient (DQ) is costing you and your company? In an average work environment employees spend

Back in 2003, I was flying to a meeting at my company’s corporate headquarters. In the seat next to me on the plane was the leader of...

How to Attract the Next Generation of Sales People to Grow Your Business As a young professional in the printing and distribution...

So, your company made the final presentation. It is a multi-million dollar deal and one that you feel good about. All of the hard work,...

Several weeks ago, while on “Spring Break” at the beach, I had the good fortune of having my daughter hand me the book The Challenger...

“We’ll never make our number unless we increase our activity!” OK, I get that, but is activity the real key performance indicator driving...

Move your customers to the effective bill rate concept and watch profits improve Original article published May 3, 2016 in the Staffing...

Butler Street went through the process of trademarking for the following: If we solve our customers’ problems…we’ll solve our own® This...

What are you doing wrong? Nothing – you are not doing anything wrong. Here’s what’s going on. You are making a ton of sales calls and...

“PUT THAT COFFEE DOWN! COFFEE IS FOR CLOSERS!” Who could forget that famous sales scene from Glengarry Glen Ross where Alec Baldwin...

Can everyone in your company articulate your value proposition consistently and concisely in 30seconds or less? Ok, that’s a difficult...

Ralph Waldo Emerson wrote that “each person is compensated in like manner for that which he or she has contributed”. Known as “The Law...

“Unfortunately, we come in nothing more often than anything else.” This is a direct quote from one of our clients during a win/loss...

I don’t think there is a person among us who hasn’t filled out a customer satisfaction or loyalty survey. Sometimes we fill it out...

They say it is tougher than ever to get a customer (or anyone for that matter!) to return a voicemail. Therefore, most sales reps rely...

Remember the soap opera Days of our Lives and the famous opening? “As sands through the hour glass, so are the days of our lives.” As...

Are you the fluffer? No, we’re not talking about the definition on Wikipedia. We are referring to the sales use (watch the movie...