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Some companies’ strategies rely, on a higher or lower level, on cold calling. Isn’t cold calling, real-time calling?
The problem: How many prospects listened to your sales rep finish the pitch and hopefully understood the value of your product or service? We know, very few... Read More

The theme of e-Rep pops up fairly regularly in this blog – even more often in my mind. In my book, maintaining and continuously improving the value of my electronic alter-ego (…or sales assistant or whatever you want to call it) who’s on duty 24 X 7 X 365 is essential for all sales reps. Read More

We have a lot of great tools to help us be better at executing a sale. But the sales professional also needs the discipline to master the tool and use it productively. Read More

Fact: You probably can’t afford a dedicated sales team. However, by following a simple daily sales routing you can ensure that you have a steady flow of new business coming in. This article shows you 5 things you should be doing daily to guarantee more sales. Read More

Sometimes salespeople, sales managers, and their companies believe it is wrong to turn down a deal. When a deal isn’t right for you and your company, it isn’t right. Read More

I've been away for a week working with a great sales management team.  We were doing a deep dive into the issues they faced in maximizing the performance of Read More

It’s good to have colleagues who are also friends. Provides a never-ending series of opportunities to call “Bull %*#!” on some of their ideas, then debate the merits of your respective opinions. It’s an outstanding way to learn and grow and needs to be part of every business-person’s self-improve Read More

Are you looking for a way to grow your business without spending a penny on advertising or marketing? Then look into referrals.
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I've spent much of my time over the past few weeks participating in a number of sales kick-off meetings. January is always a great month (at least for those on an calendar fiscal year). It's when we get to start all over. Whatever happened last year is behind us. We start anew, we have new quotas, Read More