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Completed sales are like oranges: they are the fruit of a process. Try to shortcut the process, and you're likely to get genetic mutations. Pay attention to creating a great process, and your results will improve dramatically! Read More

For small service businesses or solo professionals, deciding on an approach to client billing can be tricky. Charging clients up front with a retainer guarantees cashflow, but will it cost you business? Read More

Every best of breed sales organization has a clearly defined sales process that evolves based on market realities. The most efficient way to ensure ongoing execution of the process and that it continues to serve the clients' and the organizations evolving needs is to deploy it through a proper CRM. This presentation show the integration of a pr Read More

But isn't it also very 2009? Read More

Anyone who says they don't feel fearful sometimes in the face of this uncertain economy is in deep denial. One symptom, research shows, is that it is literally harder to hear when we're stressed. That's a signal to savvy, caring business owners to listen deeper and longer. Only then can we discover which problem keeps our customers awake nights. S Read More

The author tells four short stories with applications to sales and sales management. One is about ladies with the nickname The Oatmeal Queens. Read More

We need to be more accommodating to prospects in how we communicate with them. Read More

Thanks to MRIs, we now know what's going on in the brains of shoppers. Read More

There is nothing more annoying than putting effort in a prospect to then end up following up with no effect, but procrastinating and delaying is detrimental to both the seller and the buyer as it wastes time. You may not notice it but you are expending energy that could be saved quite easily. Read More