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When prospecting, finding names and contacts is EASY. Finding “more probable” prospective customers can be simple but not quite as easy. Here are 5 ways to build your sales pipeline. Read More

Walking away from a bad deal is tough. Too often, we don't have the courage to do this--the pressure for revenue is so high that we get ourselves into situations that are bad. Read More

Cold calls are a part of sales no matter what. training is what makes a cold call effective instead of being a crank call. Read More

To keep your clients out of harms way and out of the “at risk” column, deal with their dissatisfaction and engage the obstacles to create a healthier relationship. Read More

Anytime someone decides the time is right to start an online business, it’s exciting. However, that excitement can quickly turn to frustration if you don’t understand the difference in selling online and selling offline and therefore they try to do things in their online store the way they would in Read More

He's absolutely right--Our sales process and the customer's buying process is very much like a project plan. The sales person acts as a project manager--developing the plan, aligning the resources (customer, partner, and company),and providing leadership in executing the plan. Many of the skills, d Read More

Five heavyweight vendors publically vying for the same customer is a rare, riveting event. Selling is a courtship of suitors with competitive sportsmanship that includes incidental contact and ends with only one vendor standing. Last weekend, someone researching marketing automation solutions for t Read More

We have to approach the planning process with the end in mind---when does the customer want to make a decision, when do we want to complete this project? Once we understand the end goal, we develop all our plans by working backwards from that goal. We know our sales process, we know all the activit Read More

A quick look at the benefits of using your exiting customer data to generate revenue instead of simply chasing the new customer Read More