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I’ve had some fun reviewing Nielsen BookScan data (for my newest book, Affiliate Program Management: An Hour a Day) through an Author Central set of tools that Amazon offers me. BookScan — which reports on 75% of all retail print book sales in the US — collects point of sale data from over 10,000 r Read More

I rarely, like to replicate a post here at Future Selling Institute from my Partners In EXCELLENCE Blog, but I'm borrowing one to announce this event. However on May 9-13, there is a remarkable event for all sales professionals. Both something that can benefit each person in their own personal a Read More

Success masks all sorts of sins--unfortunately, it takes bad times to bring those to the forefront--and we tend to blame those issues on the bad times. It's often hard to see this from within an organization, we get caught up in the momentum of success and don't take the time to question ourselves, Read More

In his book, The Truth About Leads, Dan McDade writes, “Close to 80 percent of buyers state that when they are in the market for a solution (such as software or services), they found the vendor, not the other way around.” Let’s run that through our brains one more time… Read More

By far, the most challenging part of the sales process is getting the ball rolling – generating enough initial interest to establish a legitimate opportunity and nail down a mutual follow-up plan. So how does Trade Show Radio stack up in that regard? Well, in two days last week my partner and I: Read More

Differentiating between activities is key to success in sales. My article dealing with the difference between Implementation and Execution, was selected as article of the month by Top 10 Sales Article.com. Read More

Sales is a numbers game--there is absolutely no doubt about that. Our numbers are well publicized throughout the organization, they are indelibly imprinted in our minds, (at least annually). We are driven to meet our goals--to make the numbers. Read More

50% of sales people failed to achieve their quotas last year.  We all faced tough markets, radically changing customer expectations, and new global Read More

Achieving trust in sales is key, and while it may take time to solidify, there is a lot that can be achieved early in the relation to facilitate it and create something you can build on. Read More