Blog

Hope your 2013 was joyous, healthy and full of engaging challenges. For Revenue-IQ it was. We moved to fewer but longer article posts – wrote more on sales presentations – and were [...]

There’s an ongoing debate in the education-HR world between training and learning. The difference is training is done to you, and learning is something you do. It’s about ownership. [...]

Sales training is necessary, I provide it. But as a sales rep I learned a great deal of training out there isn’t needed. In fact it can be counterproductive. For example, the more [...]

In Ideal Selling everything happens exactly as you dreamed, except better. It’s selling that is always fun, exciting and rewarding – for you and your buyers. Waking up it’s [...]

As we slowly climb out of the Great Recession, there’s a lot to be thankful for (especially if you still have your sales job). But buyers bought, and will continue to buy; they have to. [...]

Look back on your sales career. Think about those critical business skills that really matter. Not how to read a P&L or sandbag a budget. But the real-life interpersonal skills that helped [...]

If there’s one must-have, die-without sales training, it’s understanding Points of View (POV)…that are not one’s own. POV is the genesis of customers buying, contracting, [...]

As a consultant, I’ve seen an unintentional decision playing out among large  service contractors (those with dedicated sales resources) and smaller firms as well. Most of these firms are [...]