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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

The salesperson’s skills, their attributes, and their beliefs must be considered; they are what we need. But what we need often crowds out one of the most important constituencies we should be considering: our prospective clients. Read More

I received an intriguing invitation to “connect” today. Best described, I was asked to connect with a “Thing,” Not a person. This thing had a relatively normal first name, but then a very gimmicky “phrase” as a last name. Read More

In order to ensure a fast and solid Q1, you need to make sure that you are leveraging closable opportunities. One area often overlooked by many is re-engaging deals that ended in "no decision" in the last nine months. Read More

It’s easy to see the sales process as linear and horizontal. But there are points in the sales process where there the sales process needs to be illustrated as being both horizontal and vertical. Read More