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Even in a fast paced, turned on world, there are still advantages to taking the time to elaborate things. It's more than avoiding short cuts, it is about winning over buyers. Read More

The power to make a decision is getting spread of a greater number of decision-makers and stakeholders. Collecting buying committee relationships is necessary. Read More

I'm frustrated and a little impatient. As a profession, we seem to be doing the same thing over and over, making little progress. Sometimes, I feel like I'm Read More

There is a reason to write effective language that is every bit as important achieving the outcome of your sales interactions; that reason is confidence. Read More

I love being in sales, I love talking to great sales professional. I think a large part of it is that success in sales requires you to really think.Many people Read More

Listen! We spend far too little time giving our dream clients what they sometimes want more than anything else—to be heard. Read More

The right response is that, in reality, they must do both---they must focus on where the organization needs to be and they must also address today's problems. Easier said than done. Too often the day to day crises and sheer momentum causes us to focus our time on solving today's problems and fighti Read More

To succeed in sales, you can’t quit. You can never give up. You have to fire every weapon and you have to play all four quarters. But there are lots of things you can quit to produce better sales results. Read More

Winning new work is easy. You can build a great business by learning some basic techniques and following a simple daily routine. Read More