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Last week, I asked the question, “Is the sales mindset shifting?” I want you to know exactly where I stand. Selling is about being tough, confident, smart, competitive, strategic, active, compelling, aggressive, professionally persistent, solution oriented, and slightly empathetic… It’s about hunting, and it’s about closing! If anyone is hoping to hear about a warm, fuzzy, cozy, softy approach to Read More

An 8% improvement in the productivity of your existing sales team will result in the same sales growth as if you were to add 27% more reps. Wow! Read More

Top 10 Ways Retailers Can Sell More This Holiday Season Even though Black Friday has come and gone, there is still time for retailers to increase their chances of having a good holiday shopping season. Here are ten things you can do to boost your holiday sales in the remaining days before Christmas. Read More

Does anyone have time to talk on the phone anymore?  Do your prospects really want to talk to you?  Are you cold calling?  Seriously? With Facebook and the other million social media sites, your customers have plenty of friends.  They are not looking for someone to get to kno Read More

So first, let's dispel this unfair negativity toward persuasiveness. If we read the definition of persuade, we can see there is nothing negative or unethical or devious about the meaning of the word. Read More

254, the number selling days in 2010; assuming you work a mere 10 hours a day, that's 2540 hours of selling. (I know sweetie, you work weekends too). How will you maximize it?
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A smorgasbord of things to help sales people sell better and execute. Check out info on an upcoming coming webinar, newsletter and broadcast. Read More

I am very excited that my article “5 Ways to Gauge Sales Management Coaching” (below) is one of the top 12 sales articles of 2009. Voting is now taking place for the Top Sales Article of the Year. Read More

If you want to achieve your goals, you need to know your why. If you have a big enough why, any what is within your reach. Read More