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Just because you have been around for some time does not allow you to slack and not execute the basics of sales. This attitude must be met head on by managers and addressed in a direct way. Read More

The C-level executive’s communication preferences are changing. As their preferences evolve, it’s important to remember that your preferences don’t count. Read More

Even if you are as gifted as a politician in answering tough questions or have been at the game for decades, planning your sales calls is still necessary. Read More

Regardless of the how or the why, ending someone’s employment isn’t easy--even when it is necessary. There are couple big principles that can make it easier for both you as the sales manager and easier for your sales person. Read More

We're all busy. We run from meeting to meeting, we're busy doing research, reports, working on social media.... The list can go on. No one suffers from a lack of activity---the key to sales productivity, though, is are we focusing on the right activities? Ideally, as sales people, we want to spend Read More

You don’t have to be a professional speaker for public speaking to benefit your business. Public speaking is a good skill to have, but many people are afraid of presenting in front of a crowd. Here are a few tips to make your speaking experience easier and more enjoyable... Read More

Using the telephone to make contact with new prospect is still an effective way to generate new leads unless, of course, you make these mistakes. Read More

There is a right way and a wrong to respond to a prospect who says no. This article highlights a real-life example of what NOT to do. Read More

If you would win your dream client opportunity, you have to be able to differentiate yourself and your offering in a way that makes a difference for your dream client. Read More