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In the past, success in sales depended very heavily on the salesperson’s sales acumen. While sales acumen is still necessary, business acumen is now equally as important as sales acumen (and in many cases, more!). The business of sales is now the business of business. Use this list to build a plan to improve your business acumen. Read More

I have a stunning admission to make: I sing in the shower.

There. I said it. I'm a shower singer: Billie Jean; Fly Me to the Moon; The second movement of Brahms' German Requiem; Single Ladies; Birthday Sex; Macarena...they're all in my shower repertoire. Our dog LuLu loves it. My wife? Not so much.

One thing I enjoy about singing in my shower is the standing waves you hit on certain pitches Read More

The importance of taking notes in a sales meeting. 6 tips and advice including one extra piece of advice that makes your prospect take notice. Read More

Using your time on the best leads will take your sales-rate to new heights. But how do we find them? I've got a way to work your way out of cold-calling and end up with more than enough solid prospects. Read More

Salespeople open relationships. Opening relationships is built upon the ability to prospect. Follow these steps to improve your prospecting results. Read More

If you've done your homework, presenting a solution that exactly fits your prospects needs is a cinch. Here's how to do it. Read More

This article looks at the changes in pharma in 2010. The reality is that most of the changes are cosmetic and don't address the systemic issues. Read More

Todd Sattersten, author of Four Simple Lessons About Cost, Price, Margin and The Options Available to The 21st Century Business, was a guest on my radio show recently. I asked him: What are these 4 simple lessons about cost, price, margin and the options available to 21st century businesses? Read More

Want to know the trick to overcoming your fear of cold calling. Once you concur this fear, you can move on with making money. Read More