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A pessimistic strategy has actually been proven to work and is supported by research! Daniel Pink touched on it in his latest book, To Sell is Human. In it he highlights the work of Wellesley College’s Julie Norem and the concept of “defensive pessimism”. Read More

Sometimes we get stuck.  We don't know what to do.  We're executing our process, we're doing everything we can, but we're stuck.  The customer isn't mo Read More

Want a rather quirky way of presenting your next report? Here's an interesting image that demonstrates how it should be done. You got to love cartoons. Read More

50 of the best sales quotes from greats like Zig Ziglar, Jeffrey Gitomer, Richard Branson, Jill Konrath, and more. Read More

It's December, we're all caught up in a frenzy of activity---closing those final deals we need to achieve our goals, preparing for a fast start for next year, t Read More

It could be a sales meeting, a VC meeting, a product innovation session but it’s a meeting where you need to influence the attendees in the room. How do you influence that audience? How do you pitch your idea? Read More

They always model yourself after the best, the best in all fields realize that time is a depleting resource, they use every second to the fullest effect. Read More

I spent much of last week at Dreamforce.  Before I go on, if you've never experienced it, you should attend.  It's one of the best events, I've ever a Read More

Before trying to set up your own webshop, it’s worth finding out what’s worked for others in terms of layout, conversion, ‘call to action’ icons, and so on. Luckily, rather than you having to randomly go through hundreds of websites, some very nice people out there have done the hard work for you, Read More