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How to track your sales pipeline and measuring success. By tracking your sales, you can gauge where you are and where you need to be and put a game plan in place to ensure success. In addition, included are links to 4 free sales pipeline tools to use. Read More

1) Invitation Templates . . . don’t use them! You’re better than that! Nothing says “I couldn’t be bothered taking 10 seconds to write you a personal message” more than those boring templates. Want to stand out? Don’t do what everyone else is doing. Read More

The Altimeter Group today released a new report on Social CRM and while analysts release reports all the time, this is different. The report is free to read and share under Creative Commons and this is a big disruptor, one that reflects the socialization of information and the spirit of social media. Read More

We're at the final step in Getting to Yes. Think it's time to "Close"? Think again! Instead of "closing", try converting instead! Read More

You have no doubt heard the saying ‘discovery is not about seeking out new lands, but looking at existing lands with new eyes’ Read More

If you have to sell to senior level decision makers, why not look at the same resources in house. If you sell to CFO's, then talk to your own CFO to learn how they think, do and make decisions. Read More

Storytelling is the ability to create a compelling vision of the future. Great salespeople include in their stories the challenges and the obstacles that will need to be overcome in order to create that future. They write the future positive outcomes with their clients as both characters and as coauthors. Use these tips to be a better storyteller. Read More

Selling requires a strong ability to diagnose the client’s problems and challenges. By diagnosing their problems and challenges, and by developing a full understanding of their root causes, the professional salesperson can build a solution that perfectly matches the client’s needs. Follow these steps to improve your ability to diagnose! Read More

How to show your clients a different way to look at savings on a purchase and how to potentially neutralize cost objections. Read More