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Don't waste time in pursuing the leads that do not lead anywhere Read More

Questioning is a great way of finding out about problems and building rapport but the temptation to jump in with the solutions straight away can undo all that hard work. Read More

Darren Rowse is one of my favorite bloggers and business people. He shares tons of ideas at his Problogger site and has frequently won awards for his work. I highly recommend this article, but also his blog. Worthy read. Read More

Saying you are in sales and being a sales professional are two different things. Read More

eam selling is a whole new dynamic for a lot of new sales people, even tenured sales people and executives can often miss in a team environment. Sales people are measured by their individual contribution to the bottom-line but in team selling they need to take a look at the bigger picture and engage and coordinate a whole team. Today's assignme Read More

This is a blog post on why selling is easier with three choices. Read More

Put an end to boring business practices! Read More

Different sales people have different comfort zones, read this and vote on how we should proceed Read More

You can tell what an organisation's answer to this question is by how it manages its bids, tenders, proposals and responses to Invitations To Tender and Requests For Proposals (ITTs/RFPs). And by its win rate. Read More