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Disaster struck this morning, went to the office and the network was down. Technical guy that I am, I went through my diagnostics, called my ISP and started yelling at customer service (It always seems to be their fault). Ooops, turns out my router was the problem, had to go get a new one.
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Find out how some of your personal qualities like pride and temper affect the success of your business. Read More

Many regular readers may be a little surprised about this post.  I've been very vocal about sales being consultative, customer focused, and creating value for Read More

Do you use your skills in sales and marketing to give back? Here are 3 tips to help you if you decide to help out and volunteer. Read More

Usually in sales, we aren’t starting conversations–we’re pursuing them or following up. Perhaps, it’s a query from a prospect and we follow up, qualifying them and moving forward. Sometimes we reach out to try to determine if the customer is interested in what we have to sell–too often with bad r Read More

Landing big sales or whale hunting is about leadership, people, preparation, process and proper fit. Here are some essential points that small or midsized companies need to focus on before working on big deals. Read More

Neil Rackham is a researcher, not a salesperson, so he makes scientific observations and comes to conclusions based off of his data. Rackman gave a speech in which he talked about the three insights you need to sell more in a recession, based on recent research of the deep recession from the early Read More

Sales managers spend a lot of time talking about metrics.  They measure everything--some good, some over measured, but some micromanaged.  There's a lot of Read More

Mother’s Day seems appropriate for a very off topic post. Blogging gives me great joy. It’s therapeutic, I get to pontificate about all sorts of things. When I’m on, I get to learn from my readers, whose comments often provide much more insight than my posts.
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