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It is easy to rationalize away losing to another competitor. But you were beaten by another salesperson. Accepting this is the key to improving. Read More

To get what you really need in sales, you have to be detached from the method you use to get it and you must be willing to persevere. Read More

A goal is a series of plans well executed, a process is the means with which to take your plan from the white board to real life. This is why you need both working together to execute and deliver your goals. Read More

Sometimes, stating the obvious is nothing more than that; merely verbalizing what everybody in the audience already knows. Sometimes, something is obvious to the speaker/writer, but is genuinely a novel concept for the audience. Sometimes, everybody already knows, but only a few actually practice Read More

When the right metrics are captured and used well, they are powerful. Here are six metrics that you aren’t tracking, but predict your performance. Read More

Attitude is key to execution it permeates every aspect of the approach and actions taken during the sale. While it may seem like an intangible, it is very much something the individuals can control, and manage. Read More

Paul McCord presents a practical step by step guide to busting your sales slump. The great thing about the book is not only the clear direction given for each step, but that you don't have to be in a slump to benefit from the book. Read More

We all make choices, some good some bad. As sales professional you choose to succeed or fail, one is no harder than the other, so why do some continue to choose to avoid success. Read More

The real work is done in front of the deal. The end of the sales cycle is too late. Even for a show horse. Read More