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Conferences have a ton of potential to super charge your business, but they can also be overwhelming and full of people. Eleven great ways to maximize the value of your conference ticket. Read More

We were talking about her frustrations, as a buyer, with sales people. She said something that struck me, What happened to common sense? Read More

The age-old "Case Study" is too often abused, misused and downright confusing... This article addresses how, when and why to use the Case Study appropriately to help move a prospect over to become a purchasing customer. Read More

Just because you can do something doesn’t mean you should do it. Thoughts on sales and the temptation of low value distraction over higher value work. Read More

It's sales people who think their job is to provide a quote or a proposal. Let's not forget, our jobs--what we get measure and compensated on is not quotes, it's orders! What's important to our companies is the revenue we get from fulfilling an order! Read More

Why do reps miss their sales quotas? Two big reasons: Poor sales leadership and an uninspired compensation program. Read More

I can think of nothing more exciting, yet fraught with risk. But this is an opportunity--it's an opportunity that has not existed for several generations of marketers and sales people. It's an opportunity for new leaders to emerge, and for profound shifts in the way we engage, serve, and create val Read More

Salespeople that work for small firms know how to fight above their weight class. Those who work for giant organizations need to remember how and why they lose. Read More

The curse of short-term goals is that they work against long-term goals and long-term relationships. The price is too high for business and individual salespeople. Read More