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As with all things in sales, it usually comes down to execution, no surprise that it applies to when you choose to change employers or employees. Don't make the move for the wrong reason or the wrong time. Read More

If you really want to have better results in your business, start by finding something you can be grateful for right now. Focus on the good, and more will come your way. Read More

It is perfectly socially and morally acceptable to sell to both men and women. No-one is going to question your taste or your moral fiber. You get to spend time with both men and women alike without even questioning your own integrity. You don’t have to choose whether you want to sell to either men or to women – based on your own personal preferences. It’s just part of the job and it’s absolutely Read More

The eighth in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on the B2B sales reps knowledge of their own business vs. their knowledge of their customers business. Read More

Sales process and methodology often fail due to the focus on activities instead of outcomes. Sales still requires a skill set that includes resourcefulness and adaptability. Read More

The seventh in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on selling outside vs. selling inside. Read More

The Sales Bloggers Union is back with a fresh coat of paint and tons more opinions and attitude. Read More

For those who sell in consumers' homes, the in-home sales consultation is the catalyst to either sales greatness or failure. If you master the dynamics of selling in the home, you master... Read More

The sixth in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on the dichotomy of a desire to ear commissions vs. the desire to ensure the customer’s success. Read More