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I read "Have We Been Witnessing The Death Of Professional Selling?" on Jonathan Farrington’s blog. He and I exchanged perspectives, and now I’ve got this “Death Of All Sales Reps” theme banging around in my head. The more I think about it, the more I become certain that sales as we know it is abo Read More

Today's guest post is by S. Anthony Iannarino, Anthony gives us an insightful view of how you can be a nice guy and still win in sales. What does it take to be on the right side in a zero sum game? Read More

Succeeding in sales means that you can’t wait for others to produce the sales results that only you will later be held accountable for producing. Read More

I was read a great post written by my friend Charles H. Green, Why Client Focus Can't Be About Profits. It's outstanding, be sure to read it. Regular readers Read More

Due to technical glitches we had to postpone this event in December, but we are ready now. Come learn why execution trumps all in sales. Read More

Being the incumbent comes with many advantages. But sometimes the curse of the incumbent is that you are known and your competitor isn’t. Read More

More than 800 sales professions were observed in live sales meetings and were rated on 23 different selling skills. Eight types of sales people were discovered but only three groups were consistently effective in securing the next steps, moving to next stage or closing the deal. Here is a broad ove Read More

In recent years there has been more focus on price which has led to increased pressure to discount. Corporate buyers and decision makers as well as savvy consumers all seem to demand lower prices and price breaks.

What’s a sales person to do?

Here are six strategies you can implement that wil Read More

Since it is the New Year, both organizationally and individually, we have new plans, strategies and goals. They may be expressed in terms of quotas, revenue, profit goals. They may be new initiatives or new programs. In some organizations, the process for establishing these actually started back in Read More