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Writing a book has become an important credential in today's marketplace, and if you don't have one, you should give it some serious thought. Read More

Do you understand the buyer's longer term strategy for the purchase of your products and services? In this whitepaper we will use a model normally hidden from salespeople to illuminate your buyer's next move, and help you to shape your customer's buying strategy. Read More

If you have ever wondered what’s going on inside the head of your client, before your client puts money on the line and says yes to your service or product, they typically make five decisions. Below is the process that most people go through, see if it fits your decision-making process. Read More

Picking a sales training provider or training programme is not easy. Based on our training research and analysis, here are a few things you might need to know. Read More

The underlying principles are similar--creating compelling value to a customer in need resulting in them buying from you. But there are all sorts of ways to achieve that goal. Broadening your perspectives, adding more to our tool kits, taking something from one sector and tweaking it so it works fo Read More

In sales, we have a lot of False Positives as well. We interpret things in one way, but in reality they may be quite the opposite. False Positives cause us to take courses of action that may be completely wrong. False Positives cause us to diagnose the customer situation completely incorrectly, we Read More

Are you interested in mining your existing customer list to boost revenues? Nicole Fende offers some tips on this topic in her latest post. Read More

If all you are doing is reading out the brochure before asking for the sale, then you are not selling. You're begging. Read More

Prepare yourself for a rant, it's been one of those mornings! As a preface, I'm proud of being a sales professional. I aspire to create value for my customers in every exchange. I strive to learn and improve, despite the years of experience and greying hair. Read More