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While I may not want to pardon some sales turkeys the way the president does other turkeys, they are worth noting and acting on. Read More

If you know its coming why wait. The way to get ahead of sales cycles, and other things that need to be done, is to plan and allocate the time now. Read More

I’ll admit it. Clowns freak me out a little.
And I’m hardly the only one. I swear I heard a statistic a few years ago that, when surveyed, 100 percent of people said they were scared of clowns. (Seriously, someone look that up for me.)
So imagine how I felt when this cartoon came back from my ass Read More

Answers are assets you should deploy strategically and tactically throughout the sale as a means of guiding the buyer through the change they need to make. Read More

What draws people to take on journeys is the destination and the experiences those lead to. While buyers journeys are key, they pay for the end result. Read More

While it may be appealing to use certain words and phrases, buyers can see through BS, and will turn off quicker than you think. Read More

The only sales pros not thinking about automation and tech replacing them, are those that can leverage their skills, IQ and EQ, it takes to persuade. Read More

Most sales people have difficulty getting over the issue of price vs. cost. The secret is building value. It's important to remember price is what we pay, value is what we get Read More

What happens when a prospect finally starts hinting their company has an opportunity or problem that fits with your solution? Should you take this as a sign that all the stars have finally aligned and it’s time for you to go in for the close? Read More