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Day in, and day out, consumers are disappointed by the brands that asked them to trust them. A brand new car with faulty breaks, or a computer that just won’t turn on.

Sometimes, it is a contractor that won’t show up.

All of these things boil down to one thing. The salesmen didn’t keep their Read More

I was really busy, my time was filled. I start each day with my list. I dialed 100 numbers, 80 were voicemails, 15 hung up on me, 4 listened, 1 said he'd Read More

Convincing someone to buy your product is the hardest thing to do in business. There is a right and wrong way to do it. Step one: Read this article. Read More

There's a problem with this, however. if you have the right number of deals in your funnel--but they aren't moving, then you just won't make your number. You can't just be moving deals into the pipeline or funnel, they have to be moving through the pipeline . This is generally called pipeline flow Read More

It's important to be impatient with our customers. It's important to be pushy. We want our customers to be successful. We want them to start seeing the benefits to their business as soon as possible. As long as our focus is on the customer and helping them get the results they need to achieve, push Read More

An old professor had a simple, yet powerful formula for pre-qualifying opportunities and markets - that is the 3 Ps of pre-qualification. Can its application earlier in the sales cycle avoid a lot of set-backs and surprises? Read More

Developing relationships is important in sales, business, and life. While there is some overlap in how we develop relationships and developing partnerships, they are not the same. As sales professionals, I think it's important to be clear about what we are really trying to achieve. More importantly Read More

The business world is like a vast ocean. Make new fish want to bite with these proven solutions. While some consider cold-calling to be the most difficult facet of business, others say it's business networking. Either way, there's a right and wrong way to do it. Read More

If you are a sales manager or executive, you can leverage this concept of pattern recognition tremendously. There are analytic tools that help you understand patterns with your customers, your people and organizations. Read More