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Earlier this week, I read a blog post called “Why Sales Scripts Are a Waste of Time” by Geoffrey James on the BNET blog. Like many of James’s posts, this one tosses aside all the hype about selling and offers common-sense advice. Let me quote . . .
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Wishful thinking and intent can look a lot like the same thing. They are similar in that they focus on a future goal or outcome. Something like, Winning the deal, Making the quota, Beating the competition. Read More

Why bother spending precious advertising dollars on in-store signage? The answer is easy: Your sales happen inside your store. Read More

The other day I was reading a very thoughtful piece, from someone I respect. It was about critical success factors in transforming the sales organization. At first, I thought, This guy is really on target. But as I got further, I had an uncomfortable feeling. By the end, I thought, This is interest Read More

How much does sales follow up failure cost your business every year? Thousands? Hundreds of thousands? Learn how to fix your sales follow up failure now. Read More

Are "little white lies" or deceptive sales practices acceptable.

Take a look and see for yourself! Read More

A sales trainer walks into a room of sales reps and asks them how they build rapport and guess how they respond?

“I generally look around my prospect’s office to see what they are interested in and make conversation based on what I see”

You saw that one coming right?

Do you think that app Read More

Whose job is it--it's everyone's job. Each sales person, each customer service person, each customer facing or customer engaged person needs to constantly look at improvements---how can they do their own jobs better? Each needs to be creative, how can I do my job differently? Read More

What is an essential goal of social networking inside a Business to business context? Should you request me, I’d say prospecting. Particularly in today’s economic system, calling prospects may be the center associated with a company. But how will you leverage social networking to obtain more leads Read More