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I was reading a blog post the other day, it posed the question:  What's the worst objection?  There were a lot of interesting responses and amusing war Read More

Did you know that there is one thing that you can do that will have a significant impact on your sales? This one thing is 20 X's more effective than what most sales people do today. Read More

Two things that many sales people struggle with are, negotiations and e-mail. This week's guest post is by Jeanette Nyden, who gives us five tips on how to on how to use e-mail to be more effective at negotiating.
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Your competitors are worthy of your respect. Mostly. Some of them are worthy of more than your respect; some are worth emulating. Read More

Sometimes we hire as if it’s enough that the person we hire can do the job for which we are hiring them. Rarely is this ever true. Read More

Sales People sell in the wrong places. Did you know that 94% of sales people sell where 40% of the sales happen? Want to be part of the 6% that go after 60%? Read More

If you are struggling following business systems designed to help you, but still feeling like you are simply spinning your wheels, you need to BOIL IT DOWN. There are only FIVE things you need to succeed in business or sales. One is an alarm clock... and I bet you have the rest as well. Read More

Have had a bit of a busy spurt lately, contributing to other publications and blogs. Here are three recent pieces that have appeared beyond The Pipeline, in magazines and blogs worth visiting. Read More

Two of the most remarkable mistakes that salespeople (and lots of other people) make are giving up too soon and not having an active patience. Read More