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There are other virtues that great salespeople possess, in addition to honesty and integrity, which lead to a high level of excellence and effectiveness. Read More

All too often, we hear nightmares about customer service and how abysmal it is.  No one listens, no one cares, they just want to take our money and screw the Read More

To succeed in sales management, you must lead your sales force instead of managing it. To succeed, your sales force must choose to follow you. Read More

Last week, I wrote about inspirational customer service.  This weekend, the pendulum swung to the other extreme.  I went out looking for new cars.  No blog Read More

When you are fortunate enough to win, you must be humble in victory, respecting your competitor. When you lose, you must be gracious in defeat. Read More

The Sales Process is the cornerstone to sales excellence-for both individuals and organizations.  Recently, I reread Miller Heiman's 2010 Best Sales Read More

Great sales tips on objections and how to handle objections while still building value in your sales process. Read More

In sales next steps are key to both winning deals and shortening your sales cycle, and to achieve your next step you need to both plan and execute your plan. But too many sales people confuse a plan with a real next step, which is often the reason for losing deals, or having a longer cycle. Read More

To say things are changing is almost trite, with the confluence of the new economy, globalization, social media, globalization, new and different competition, Read More