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In today's complex B2B sales environment, few sales people can afford to go it alone. Not only do sales people have to manage the customer side of the opportunity, they have to orchestrate the internal side of the opportunity. Read More

The key Christmas shopping dates of 2010. Plan your retail marketing around this schedule, as this is when customers will be most available. Read More

Last week, on November 19, 2010, Jonathan Farrington, Chairman of the JF Corporation, and proprietor of Top Sales World, created a list of the top 25 sales blogs. He was kind enough to include me on his list. Read More

By focusing on improving your prospecting, you provide yourself with the opportunity to develop the skills to go from target to close. Read More

Do great sales people make great sales managers?  This is a debate that never seems to end, I've written about it before, over the past few weeks, I don't Read More

A little over a year ago, I started blogging in earnest.  I did it based on relentless urgings from the two guys who have become my Dreamland partners.  I really didn’t want to do it, but they harassed me until I finally gave in.  They told me it would be good for my marketing efforts.  They told Read More

I was listening to a web-conference today, one of the speakers discussed the importance of collaboration in sales, citing the higher use of web conferencing, Read More

I seems every time I write a post about the sales process, I get comments that it is not reasonable to force sales people to use the sales process.  They Read More

In this article, we look at how Bid Strategy, Quality, Presentation, Ideas, Project Management, Background Information, and Financials all play a role in winning or losing your bid. Read More