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Why do sales people have such an intense desire to do things their own way?

Where do leaders draw the line? How do they distinguish between the times when they should give their people some space and when it’s time to reign them in? Read More

The feature - benefit is a good start, as is the "WIIFM" approach to satisfying clients' requirements. But if you really want to succeed in selling and retaining clients you should really help clients understand the impact you can have on their business and objectives. Read More

Anthony Iannarino interviews Tom Peters on his new book, The Little Big Things: 163 Ways to Pursue Excellence. Tom talks about brand you, the little big things in sales, the value of business acumen, the politics of change management, and Twitter. (Part One) Read More

Salespeople mistakenly believe that their dream clients aren’t open to changing business partners. They mistakenly wait too long between attempts to create the relationships they need to successfully compete for their dream clients business. The root cause is call reluctance. Read More

Knowledge is cheap, ubiquitous, indexed, accessible, and portable. It is no longer power. The new power is wisdom. It is the ability to make choices that generate the best results and outcomes. Read More

Even if you change nothing about the sales process (which I very much doubt), it is necessary from time to time to review your sales process, to take an inventory of what is working and what isn’t, and make adjustments and improvements. Give your sales process an expiration date. Read More

Smart companies hire salespeople who already possess the attributes that are required to succeed in sales, and they know that they can’t change people. But people who want to can and do change themselves and we all posses the ability to be something more than we are. Read More

Are you master of your emotional domain? Choosing your reactions and responses to the circumstances of your life is the key to greatness! Read More

In most cases, sales processes are effective enough, just like most business strategies are effective enough. The performance gap is in the execution. Sales has never been more difficult and more complex than it is now. But the answer to the complexity isn’t process alone; instead it effective process integrated with the timeless principles that success and sales success has always built upon (pl Read More