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Do sales intimidate you? You're not alone. Here are three easy ways to get confident and close more deals. Read More

As sales professionals, we're all very goal directed and measurement oriented. Managers leverage numbers heavily in managing and coaching performance. But there's a fine line in using the numbers appropriately in coaching. Too often, coaching becomes about the numbers and not about what they mean. Read More

The other day, Charlie Green, Anthony Iannarino , and I had a discussion on handling the competition. Charlie posed the question, Is it ever appropriate to bash the competition. It was an interesting discussion, and I thought it worthwhile to share some ideas here. Read More

About 2 weeks ago, I showed you what I'm doing each week to improve one of my sales funnels. I hope you're taking advantage of how easy these steps are... Read More

We have been working with the sales team of a very large organization to revisit sales priorities, improve sales effectiveness and reinvigorate sales activity. Read More

Are your sales and marketing messages achieving the results you desire? Are you having a difficult time making quality new business contacts? The words you choose can turn a prospective client off before you get out of the gate. Read More

Few buyers approach the purchase decision without some estimate of what they are likely to have to spend. That estimate, whether it is well informed, or not, has a major impact on eventual price negotiations with the seller... Read More

There is nothing more important to an entrepreneur than generating new business, establishing contacts, and setting appointments. To effectively generate new business, you must be open to all possibilities, regardless of how uncomfortable they may be. There’s an old saying that goes, “anything wort Read More

Almost every salesperson has had the experience of being 'beaten‐up by a buyer'. Indeed, with the fundamental shift in the balance of power in favour of buyers, selling has become an increasingly bruising activity. Read More