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There are lots of currents in the sales game, any of which can sweep you away if you let them. Without personal goals and strong action, you drift. Read More

One of the most important coaching roles a managers can play with the sales people they are coaching is getting them to think differently. In the press of everyday business, we get in a rut--I wrote about it a couple of days ago in "Momentum-Helping Us Or Holding Is Back?" In maximizing the perf Read More

An old colleague of mine had a great way of looking at things.  He and I would meet with thousands of sales people every year.  He woul soften comment:  The Read More

In today's video, the question of how does a sales process look like in the real world. Once the elements are defined and refined for your organizations, it does have to be rolled out into the real world, which takes effort and continuous support. Read More

Pride isn’t only missing in popular culture. In business—and in sales—pride has also disappeared. Pride still matters. It matters a great deal, and in sales, too. Read More

There was a time when it was assumed we had our market's attention, but NOW, most of us are screaming our message in a crowded room of "other options" our market could consider. Read how to get (and keep) their attention and what they (really) want from you. Read More

No one wants to have any more meetings than is necessary. But scheduling regular, predictable, meaningful meetings—and keeping them—helps you to produce greater results through your sales team. Read More

Have you ever thought about location based selling? Why not use a GPS based system to show your clients and prospects how to reach you? Read More

There was an interesting comment by Mohamed Saad at the Future Selling Institute LinkedIn Group. Mohamed raised an outstanding point about Sales processes being defined in a closed room, away from the sales people... His comment really resonated with me. Too often, I see organizations making real m Read More