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As sales professionals, we're supposed to be great at building relationships with our customers.  Relationships are important, they are the foundation to doing Read More

The best sales people are the ones that get you thinking that you really want to buy a product that you don't even need. Imagine how effective those sales techniques would be on your clients who do need your products but just do not know it yet.

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My friend, Anthony Iannarino, wrote a great post, The Key To Time Management, Stop Wasting It.  It struck a chord, and I wanted to add a few thoughts.  What Read More

Many of you might be surprised, but I was actually trained as a physicist.  One of the first things we learn in physics --- even in high school are Newton's Read More

About a week ago, I participated in a conversation with a group of frustrated sales executives.  Each was facing tremendous challenges in their businesses, Read More

One of the nice things about sales people is we have tremendous passion about whatever it is we sell. We believe in our products, we cannot imagine anyone not being as enthusiastic as we are–or selecting an alternative solution. It’s impossible to imagine a sales person being successful without Read More

However, we are not alone in our responsibility and accountability to perform at the highest levels possible. Our direct managers are responsible and accountable for our performance, and leadership all the way up the food chain is accountable for assuring the performance of each individual, team, a Read More

How to create an effective email cold calling campaign. Find out how to find clients using email. Cold call email tips for beginners. Read More

If your product or service is lacking when compared to the competition, you can no longer just rely on the Sales department to get you through. Read More