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Another Masterclass presented by Tibor Shanto and Top Sales Experts. "What's in Your Pipeline?", looks at things reps need to do that go beyond skills and technique. Read More

Sometime the best tools can have undesired results in the untrained hand. Read More

Check out this video. Although I've watched it many times, I never get tired of it. Following the video, you'll find a list of favorite one liners that I've picked out for emphasis... What are the things that you need to take hold of— things that by giving your very best— will change your life? Read More

It does not take a lot to differentiate and better communicate with your leads and prospects. The pay off can be be dramatic. Read More

The author tells the story of a seller who wasn't bought by his best friend - the media buyer. Read More

The problem with "The Demo." Read More

Sometimes you just have to get creative in order to save some sales. Read More

Any salesperson would be foolish to ignore the potential of this amazing sales tool. Read More

If meets expectations isn't acceptable, then it shouldn't be “Meets”. Those goals should be “Requires” and an acceptable “Meets” expectations standard should be established. Of course that creates the quandary, If someone achieves the new accepted standard, Does that mean “Meets” expectations is good enough? Of course! I'll let you in on a secret. Read More