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Qualifying prospects is the key to making more money while working less: If you spend your time with prospects that have not been qualifies you are wasting valuable time. How do you understand your prospects motivation? It’s by simply asking them the right questions, and listening carefully to what Read More

Sales is a creative process that requires the sales professional to master the "science" in order to excel at the "art". You can only go so far by focusing strictly on the "art", true professionals continue to focus and improve the fundamentals, which then allows them to evolve the whole process a Read More

From time to time, you may come across an opportunity that requires attention from someone higher up the org chart for your dream client to give you a commitment. Read More

Why would you even pose that question Dave? Of course our sales strategy is aligned with our marketing strategy!" Then immediately following this statement, we start talking about the "silo's." Or we talk about lead quality, or it's something else. All the signs that sales and marketing may be Read More

I wonder why we never talk much about change and change management--except when it is happening to us.  When it happens to us, we usually are very Read More

We introduced you recently to Customer 2.0, the savvy, vocal and socially engaged buyer who favors online communications to discuss products, trends and personal issues with both peers and businesses–across multiple social channels. Sales teams and professionals are experiencing a new era of custom Read More

Social media has become a defacto marketing tool for any organization, but it’s incredible how scared sales managers and teams still are of letting their sales reps join the sales 2.0 party. But the reality is, the only thing you have to fear is fear itself…oh, and not closing more and larger deals Read More

Can you become an OEM with an existing product or service? You might be able to increase your sales by looking at a new way to sell your product and service. Read More

Manufacturing executives said it didn’t apply to them. (They were dead wrong.) Software development executives said it didn’t apply to them. (They were dead wrong.) Business & technology services executives said it didn’t apply to them. (They were dead wrong.) Sales executives, managers and profess Read More