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According to the best research I can find, roughly 2/3 of CRM implementations fail. How can this be? After so many years why haven’t sales leaders and CRM vendors figured this out Read More

Working your big deal dream clients through your sales funnel requires that your capacity as a salesperson grow to match the size of your deal. You have to stretch and grow to fit the big deals through Read More

The profession of sales is at a crossroads. The Charlatans battle to convince sales professionals that they can succeed without cold calling and without the skill sets that have always enabled success. The Voices from the past continue their struggle against the shortcuts that only build the sales of the Charlatans who sell their snake oil Read More

Don't use perfecting something as an excuse for not doing it. Execution is more important than perfection, by doing you learn and improve, by perfecting you waste opportunity Read More

It is your duty as a salesperson to do everything in your power to ensure that you win deals. This means that you have to take action—even when taking action is difficult or uncomfortable Read More

Deals should not be won at the presentation stage. Deals should be won before you ever present your solution. In order to win deals, you cannot collect the prerequisites to a deal late in the sales cycle Read More

Selling across different cultures requires a focus on relationships and taking a consultative approach. You can establish and demonstrate your expertise as a consultant by guiding your buyer rather than providing numerous options.
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It all started last November at a barbecue joint in Birmingham, AL. (Read about our Dreamland experience.) At the time, none of us knew the other two also had the Don Quixote gene, ever-ready to embark on a grand quest. It’s been a fascinating ride so far, and the windmills keep getting interestinger and interestinger Read More

Your dream client hired you because of your sales skills and abilities. Now they expect you to deliver, and that means your role, your duties, and your responsibilities require more than just your sales skills Read More