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Today’s skilled salespeople are self-confident, persuasive, attentive and able to build relationships of trust and respect with the customer. Read More

There are many things about modern buying that frustrate, even annoy, salespeople. Top of the list is buying rules and procedures. In this whitepaper we will look at rules and procedures from the buyer's perspective. In doing so, we will see that sellers should learn to play by the rules. Read More

We live in an age of metric tracking in our personal lives, yet we seem to forget with business. It's simple, you track metrics and you can determine the overall progress of your sales, profits or losses. Read More

How are you different from your competition?
Please do not respond with: “By having better quality!”

Forget about it.You can not really be different with just lower prices or better quality.
Read here what you need to do... Read More

Sales, business, effective, and impactful communication demand the highest quality of thinking. Success for our customers and ourelves requires attention to details and a commitment to the highest levels of performance. Our customers, our people, our managers deserve nothing less than our best. Read More

We should try to understand what makes lazy sales people successful, how they consistently make the number with the minimum effort, but we shouldn't seek to emulate their behavior. The ideal is to learn from them so that we can Sell More! Read More

How to manage your small business sales pipeline and nurture leads into sales so that you generate a constant stream of new orders for your products and services. Read More

A strong elevator pitch is one of the most valuable weapons in a salesperson's arsenal. Too often, though, the intricacies of this sales tactic are... Read More

Much has been said about sales objections. Price, other suppliers, no budget, and many others are cited as the main things that might prevent the prospect from buying. Nothing is further from the truth though. Read More