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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

It is easy to put more focus on the method of forecasting sales results rather than the putting the focus on the purpose of forecast which to drive activity, accountability and execution. Read More

Entrepreneur Dharmesh Shah of the blog On Startups offers this interesting post on how to hire sales people. The post includes a formidable list of 14 tips Shah says he gathered from observing sales teams he has observed that work pretty well, including the one at hi us own software marketing startup HubSpot. Though Shah's company is definitely a Read More