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Your choice of language can help determine the outcome of a sales interaction with your prospect. Read More

Part 2 of 3 for Building a Championship Pipeline: Sales people get pulled in many different directions. From lead generation on the front end, to closing the deal on the back end, there is a lot to do! Throughout the process, you must be committed to adding new opportunities to your pipeline. The following is a list of things I do to continu Read More

Love it or hate it, cold calling is here to stay. But is it right for your company and should your sales staff be the ones 'dialing for dollars'? Read how to figure out what will work best in your situation. Read More

The vast majority of salespeople working today don't want to be high pressure sellers. In fact, some have a fear of using pressure to gain sales and avoid assertive, professional selling techniques because of their hyper-sensitivity to high pressure selling. Read More

The final article in a series of 28 articles on sales effectiveness based on the principles outlined in David Kilcullen's 28 Articles for Counterinsurgency. Read More

Call it lies, misleading or what have you, you can prevent being mislead by using basic questions and follow through routines to quantify opportunities and prospect. Read More

AllBusiness sales advisor Keith Rosen describes the techniques for leaving the kind of voice mail message that will encourage potential customers to call back. When calling potential customers cold it can be difficult enough to figure out what to say and how to present your product or service when you get a live person on the other end of the line Read More

the author recounts the lessons about the elements of effective sales meetings that he learned from his mentor Dick Harlow. Read More

“The Inconvenient Truce”, a A Masterclass designed for the times and the time of year, as you are closing off the dreaded 2009, and contemplating sales in the Post Lehman Brothers era. This Masterclass, hosted by yours truly, is a whimsical attempt to cut through the noise, and help you borrow the best of all worlds, allow you to create your own Read More