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I recently watched the movie Tommy Boy starring David Spade and the late Chris Farley for the 47th time since it's release in 1995. It is a great film, one of my favorites. Watching it again, it had me rolling on the floor laughing just like always. This time though, I realized how good of a sales Read More

Have you ever tried to sell to Mr Know-it-all?
You know the guy. You meet him for the first time and he’s done a ton of research. He thinks he knows what his problem is and what he needs to fix it. He’s looked up you and your competitors and and thinks he knows all your relative strengths and Read More

With that as a preamble, during the discussion, Craig asked what we thought of the term Chief Revenue Officer. To tell you the truth, I'd never thought about it before, I'd never really taken it terribly seriously. Apparently, it's coming more in vogue, though I'm a little confused about why. I lat Read More

Sales organizations with a “no soliciting” sign should take the sign down. The message it sends to your sales force isn’t worth it. Read More

Entrepreneurs often find themselves facing a dilemma as to whether they should go in for a price cut. Does slashing prices make great business sense? Read More

As individuals, we have to continue to upgrade our skills, knowledge, attitudes. As organizations, we have to be willing to change our business models, change our processes, change everything we do. To be successful, we must align ourselves and organizations with the changes going on around us. Read More

Your calls are unanswered, voicemails unreturned. No response on email either. You need the information to move forward. What's next? Read More

There are more options to communicate with potential buyers than ever. As a sales pro you need to explore all, including some none traditional means, as well as some that have gone out of fashion. Read More

Is your e-commerce site suffering from checkout checkmate? Find out five areas of your checkout process that could be harming your online sales levels. Read More