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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

A salesperson with an effective process and who knows what his company and her dream client expect can compress her sales cycle time considerably. Read More

For sometime,  I’ve been haranguing readers about the importance of the selling process.  Even in a recent post, I considered use of the sales process as a Read More

Great performers in sales are always seeking an edge, and they are eminently coachable.
Here is what you need to know to be coachable. Read More

The sales person had been doggedly pursuing me for several weeks.  He had called a number of times, we finally connected.  I was interested in what he Read More