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Honesty and integrity are defining characteristics of successful salespeople. The fact that they are table stakes doesn’t mean that aren’t part of the client’s evaluation and selection process. Read More

For sales success to mean anything, we have to be given the opportunity to fail. The more we have the opportunity to fail, the more lucrative winning at sales can be. Celebrate sales failure. Embrace it. Commit to failing, because you can only succeed in a sales career if you also have the ability to fail. Read More

In sales trust is a must. While it may take hard work, the pay off is as rewarding as the punishment when it is lost. Read More

Sales managers and executives are constantly trying to figure out if they are going to meet or exceed plan month after month… quarter after quarter. As the end of the quarter approaches, managers call a meeting to figure out what everyone is going to do to ensure they hit their goals. Sound familiar? Read More

No one likes to be micromanaged. But being successful and doing quality work require that you micromanage yourself, keeping yourself on task and focused. Read More

With spring in the air, it is time to open the windows and let some fresh air in, and clean out winter's rut. Same goes for your pipeline, get rid of the trash the clutter, and bring in some opportunities that will grow nicely over the next couple of months. Read More

101 Marketing Strategies: Real marketing strategies that are working right now in the real world in terms of marketing your business. Read More

Brochures, flyers, catalogs: They're all part of the weak salesperson's selling arsenal. While these pieces can be helpful in marketing a business or a product, they are rarely much help to a salesperson in selling a product or service. Read More

Good customer service and what to do when you receive good customer service. How to change the world one compliment at a time. Read More