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Success in creating a truly collaborative sales environment is determined by outlook and customer focus to drive success. Read More

Prospects are influenced by the subtle verbal and non-verbal behaviors of the salespeople they deal with. Read More

Your international sales success depends on the choices you make in how you connect with your international clients. One of these first choices is to always try to see things from the other person's point of view and this can be very difficult in cross-cultural sales encounters. Read More

The best relationship you can build at work is with your boss. Most people come to work and focus their attention on building relationships with their co-workers and with their clients, but they don't even think about building a strong working relationship with their manager. The irony is— interactions with your boss can make or break the emotio Read More

Recently we had a client ask us to help her recruit a couple of solid sales people to help her grow her business and free up her time to focus on her company's big picture strategy. Read More

This is a great time of year to reconnect with all the no decisions or lost deals from Q1. You know them, now just call them to see things are. Read More

I often read and hear about how selling is, or should be, all about the customer. And I agree. It is mostly about the customer. But it's also all about Read More

The author insists that new business sellers should use credibility statements instead of trust statements during the initial contact. Read More

Business leaders and owners are battling through similar challenges these days. “My business is down, we are struggling, the economy is killing us. I have our team doing what we did in '93, but this time it just isn't working—” Your entire team is watching you and they are wondering— Read More