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Confused by all the mixed messages you get about prospecting, so are we, but don't despair, focus on executing the right things all the time, rather than looking for a magic time. Read More

As a salesperson develops a relationship with the customer and becomes engaged in larger and more complex opportunities, always agreeing and continuously saying yes poses a challenge. It’s difficult to continue to add value simply by agreeing with everything the customer says. So the sales challen Read More

Building your client pipeline is a significant challenge, and unless you have a particularly high conversion rate most visitors will disappear forever. Read More

Simple, brief yet effective approach to selling of the "unsaleable" products/services, how about you read it and let me know ?! I mean it works so by reading I mean applying it practically!! Read More

Whether you are a rep or a sales leader, this is a good time of year to review rosters and align for success in the back half of the season. Read More

Sales forecasting is much easier than you think, and much more useful than you imagine. It’s not about guessing the future correctly. Instead, it’s about assumptions, expectations, drivers, tracking, and management. You review and revise your forecast regularly... Read More

Fed up with Amazon dominating online sales? Learn how your small business can start kicking some ecommerce ass. (Boxing gloves optional.) Read More

Many new product launches fail to deliver the expected results because the investment in improving the sales team’s ability to sell the new product is inadequate. Read More

Delivering bad news to customers – not something that makes a salesperson’s day. But it would be unrealistic to think that it is not part of the job. Here are 6 best practices for helping salespeople to address the bad news delivery challenge Read More