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The whole topic of coaching stirs up a lot of controversy and misunderstanding.  I've decided dive in and stir up the pot a little and will be writing a few Read More

As a school administrator you find yourself wearing many hats. Not only are you the Principle, but your also the bookkeeper, playground monitor, counselor, and much more. Professional educators are aware of and prepared to handle the many situations that are thrown at them on a daily basis. However Read More

At first glance, a referral is a pretty simple thing. For most sellers, managers, and trainers, a referral is just a name and phone number that a client has given once the seller has completed the sale, has done a good job for the client, and then asks a general question such as, “do you know of a Read More

Everyday I speak with sales executives and professionals about how to improve sales, both driving more sales and improving overall productivity and Read More

Bootstrapping entrepreneur Greg Gianforte took a revolutionary small business sales approach to launch his first product and build his company RightNow Technologies with little upfront investment. His strategy? Ask his perspective customers in the tech industry what kind of product they needed and Read More

If you are going to get results inside your own organization, you are going to have to sell inside and the courage to stand and fight. Read More

It is sometimes difficult to release an underperforming salesperson. Their poor performance in sales becomes your poor performance as a sales manager. Read More

10 mistakes sales people make that often result in lost sales and poor sales calls. Why keep making them? Find out what they are here! Read More

Everyone knows the classic con game, called Three Card Monte.  It’s a card game where the dealer rearranges cards (usually on a cardboard box to aid in Read More