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The important thing is to understand the prime driver behind your customers buying decisions and appeal to that. Read More

The following post gives the clearest explanation I have ever read on the subject of why/how/when to cold call. It's a real gem. Enjoy! Read More

A can do attitude! Read More

What my encounter with a waiter can teach you about selling your product or service. Read More

“The Importance of Sales Qualification in the Sales Process” argues that companies can benefit from using qualification profiles as a means for sales managers to not only understand and document sales processes but to provide leadership and uniformity in providing standards to measure performance Read More

What benchmark tracks lost accounts and missed opportunities due to relationship issues? None I know of--yet their impact is an order of magnitude bigger than what benchmarks mark. Read More

I get complaints from both sales people and managers on the topic of coaching. Sales people don't feel they are getting the coaching they need---their managers don't have time. Managers, don't feel they are providing the coaching they should---they don't have time (and they don't know how to--but that's another post). Read More

David Batup raised an interesting question on the Sales Best Practices group in LinkedIn. He posed the question: As a sales manager, what would your top 3 activities be?" I couldn't limit myself to 3, but my response is below: "Nice question: Strategically: 1. Make certain you have a strong sales process in place, everyone understands why i Read More

With the economy the way it is, we have a choice sit and cry, or step up and gain. Here is input from three different experts in sales. Read More