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Winning deals means you have demonstrated superior and differentiated value to the customer in their terms. Why do we insist on delivering generic value propositions? Read More

Sales people will tell you the thing they hate most about cold calling are the objections and rejections. Fair enough, so what can you do about that and still win new prospects, find out. Read More

A short TV discussion on the role of the sales process, execution, and sales recruitment in a successful small business Read More

Wondering how you can use social media tools like Twitter and Facebook to increase your sales? Listen to this episode of the Sales Management 2.0 podcast with guest Alejandro Reyes to identify the social media strategies that can lead you to greater success in your sales career. Read More

I don't know of many things that will fuel an argument more than two sales reps battling over a territory dispute! Read More

I have a great strategy for exceeding your quarterly goals. Perfect it, and you'll beat your goals quarter after quarter— year after year! Read More

To sell or not to sell? At times sellers have to make the hard choice: do they sell a solution the client insists on even while know that it is not the right solution? Or do they make the sale and fulfill their mandate to their company? Or is selling their only or real mandate? Choose! Read More

Because clients' needs have become increasingly complex, most salespeople recognize that to meet those needs a team effort is required. Being able to gain access to team members, preparing with them, and performing in front of the client as an effective team are essential to meet clients' broader and more complex needs. Read More

Are you feeling frustrated with how your business is going? Do you wake up feeling frustrated and overwhelmed in the mornings? Do you look at your to-do list and feel a wave of frustration wash over you? Read More