Follow Up skills are by far the most important skills any salesman can practice.  You need to be in constant contact with as many relevant people as you can be.

Follow up with your active leads so that they don’t make a decision without you knowing
Follow up with your current clients so that they know that [...]

The most powerful tool in your arsenal is your voice.  Never forget this.  When you are trying to close a deal pick up the phone and call the buyer, or even better go see them face to face, send an email only as a last resort.  When you are trying to solve a client’s problem [...]

Your clients are not lotto tickets. You don’t have winner and loser clients, you aren’t betting on them $5 at a time. You aren’t going to make it rich on one deal that looks like a winner while you’re throwing your loser tickets away. I see plenty of developers treating each client [...]

The car business filled me with all sorts of witty sayings which I wrote off as clichés needed to survive the day at the time but the longer I’ve been in sales the more that I’ve seen the underlying value to them. One of the first I learned was “Buyers are liars” after I [...]

The ability to work within a team is underrated. Everyone says they are a team player but few actually put the team ahead of themselves.
The fearlessness of when to stand up to someone you work with is underrated. Most people don’t want to rock the boat.
The courage to try something completely new is [...]