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Many salespeople have a fear that is holding them back from the next tier of success. What is the fear that's holding you back? Read More

The recession is probably in full swing and companies have difficulties of finding new prospects and even less buyers. CEOs and VP Sales feel the pressure of lacking sales. Salesmen and Sales reps are missing their bonuses. Read More

Sales leaders often ask their team to do things to win in sales, and then do the opposite, leading to confusion and lack of productivity from their teams. Leading is more than just barking orders. Read More

Customers buy when the value of a product or service is greater than the cost of that product or service. Read More

If you desire to make more money and work less in you sales career, then it would be in your interest to invest time in learning how to properly qualify prospective customers. More than any other sales activity we perform, this separates the winners from the losers in sales. Read More

A review of Cheryl A. Clausen's book about achieving sales success through time mastery. Read More

A tongue in cheek post on sales qualification from the view point of a starship captain. How does one navigate new situations and act upon data that comes in about new opportunities...by qualifying the situation continuously. Read More

Qualifying your customers effectively will lead to sales growth. Read More

Blog post discussing the nuances of a sales relationship and steps that can be taken to make your next visit one your prospect is looking forward to. Read More