Each New Year deserves to have the maximum opportunity to be successful, so have the discipline to set up your New Year for a clean and fast start, while pushing the current year over the goal line... » More

Even though you can never really eliminate fear, you can minimize it through performance. But performance only happens when you use fear-fighting tools. » More

In the Age of the Customer, the advantage small businesses have over big boxes is that they can deliver what customers want, not what they need. Blasingame’s Law of Difficult Customers explains the... » More

Professional selling skills are more essential now than ever because in the Age of the Customer, the Relevance Firewall has moved and cold calling is dead. » More

The gold professional salespeople seek is in their customer's and prospect's heads. And the most powerful gold mining tool of a successful salesperson is the ear, not the mouth. » More

Thomas Edison called failure, “successfully discovering what doesn’t work.” It’s true, you learn more from failures than you do from successes because when you succeed, you’re not inclined to be in... » More

With rising inflation, you’re not only justified in raising prices, you must raise prices. But be sure that action is based on a pricing strategy informed by your actual and projected numbers, and ... » More

It’s easier to keep a customer than find a new one – everybody knows that. The bad news is, with all of the mega-corp algorithms, online competitors, and cyber-clutter, keeping the attention of eve... » More

Professional salespeople are the most important players in the marketplace. But professional selling is as hard as it is important, so the last thing salespeople need is to be fighting call relucta... » More

If your sales effort isn’t getting the job done, it’s probably not because your team isn’t working hard enough, it’s because in The Age of the Customer, vendors are being ruled in or out before the... » More