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Sales managers have to balance a number of, potentially contradictory, issues in leading their organizations and maximizing productivity and results. Combine that with the fact that the organization must continue to move forward producing results. In business and sales, there are no time outs. No c Read More
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“The shortest distance between two points is under construction.” – - Noelie Altito

OK, so I’m not really that cynical, but… Read More
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The pressure to make price concessions will always be part of selling. The question is how to best mitigate it as a seller. Read More
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There are some sales processes that are less than they should be. This is especially true when they ignore the great principles of effective selling. Read More
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As in any new year we look at the things we want to have more of, and things we want to see no more of. This month the Sales Bloggers Union, say Good-bye to a number of sales related practices. Read More
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It came down to a competition, and you were, sadly, bested. Your dream client has told you that you were the runner up. What now? Read More
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If There Is No Gap

Avatar Posted by iannarino under Sales
From http://thesalesblog.com 5006 days ago
If your dream client is not dissatisfied, they are not going to be compelled to dive right into a huge change initiative. When no dissatisfaction is present, it is your job to create it. Read More
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Last week I announced that I made the leap to return to full-time sales coaching/consulting. I’ve been overwhelmed by the positive response and am incredibly appreciative of all the good wishes and support. So, THANK YOU! In the post I Read More
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It's time to stop making plans, promises and resolutions to improve your B2B sales in 2011, and time to start DOING...
This is a simple, sensible checklist of action items you can begin TODAY that will improve your sales performance.
Take five minutes to visit http://ideationz.wordpress.com and g Read More
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Presentation skills for business people and engineers

You may need to be able to explain yourself to customers, buyers, other business people and engineers.
Your goal is to make your presentations; Clear, convincing and memorable:

Your goal as a communicator is learn how to: Structure your Read More
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