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Frankly, we don't need sales people if the only issue customers are looking at is price. We can handle virtually everything through Internet communications or perhaps a few phone calls. Fortunately, that's not the case in most of what we do. Price will always be a key issue in every decision Read More

If you would have your dream client, know that it takes grit, it takes determination, and it takes a long view. Sometimes it takes waiting someone out. Read More

Today’s guest Jeff Erramouspe discusses how sales and marketing need to and can come together around one process. Jeff outlines three ways marketing automation can help sales even after the handoff from marketing. Read More

Managing your time, your focus, your activities, and your outcomes is critical to making your number. Here are three places to focus to make your number. Read More

Change for change sake! Unfortunately, too often when a new person moves into a management role, that's what happens. Whether needed, whether it is the right set of changes, new managers tend to change things. They seem to want to put their own "stamp" on the organization. We see this at all le Read More

Understanding how our customer will make a buying decision is critical to our success in selling. It's common sense, it's trained into us as entry level sales people, but in my experience, sales people really don't understand it. Read More

Are people around you rolling their eyes when you give a sales presentation? Do you even know if this happens? If not, you could be oblivious and that could be costing you money. Read More

The market may provide the opportunity for growth, but there are constraints that must be overcome in order to achieve that growth. Read More

I can't imagine being a high performing sales or business professional without leveraging technology. There are many powerful solutions being positioned under some sort of 2.0 label--Sales 2.o, Enterprise 2.0, Web2.0, etc. They provide very powerful solutions to help us discover new things, extend Read More