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This past week, in New York, I had the pleasure of having breakfast with Mack Hanan. Mack is the author of Consultative Selling, originally published in 1970. Whenever I’m in New York, Mack and I get together to talk about the state of the profession. I started my sales career in the late 70′s. In that time, so much has changed, yet so much has stayed the same Read More
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A question that surfaces in the sales training community every so often is whether or not traditional sales training has been rendered ineffective by changes in technology, economy, etc Read More
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Inspirational leaders charge up their teams for exceptional performance. Who helps keep the inspirational leader inspired?

Executive coaching is one of the fastest growing areas for top executives. It provides leaders with a non judgmental sounding board, friend and mentor to keep the executive sharp and on fire. Read More
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Testimonials are the best way to build trust. This article shows you how to leverage testimonials to turbo-boost your local business marketing. Read More
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The New Buying Decision Journey: Making Sales Relevant-Sales has done a fine job of needs assessment and solution placement. But the focus on placing solution is not as relevant as it once was as buyers show up ...The New Buying Decision Journey: Making Sales Relevan Read More
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Keys to a Motivational Work Environment-How can I increase employee motivation and morale? This internal question impacts any contact center manager focused on quality and productivity. First we must understand what the working environment is ...Keys to a Motivational Work Environmen Read More
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One Rule to Eliminate Fear in Sales-What keeps you up late at night? Is it the gut wrenching fear of losing your job because you are not hitting your revenue targets? In order to stay employed, ...One Rule to Eliminate Fear in Sale Read More
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“If I have seen farther than others, it is because I have stood on the shoulders of giants.” — Sir Isaac Newton

Be humble and find a giant to stand on Read More
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The other day, my friend Kelley Robertson wrote an outstanding article: Is Your Sales Training Putting Your Sales Team At Risk? The article prompted me to think about: Why is product and sales training separated? What would happen if we integrated our sales methodologies and training into our product training? Read More
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Your sales results are the result of what you believe and how you act on those beliefs. At the halfway point of this year, let’s do some checking in Read More
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