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With longer sales cycles, we need to do more to disqualify and manage opportunities to ensure we can close revenue in 2009. Clogged pipelines choke opportunities and lead to bad forecasts Read More

With all of this talk of recession is that once people believe there is going to be a recession they start to feel negative about their selling prospects. Do you have a clearly defined Sales Strategy? A Sales Strategy is basically a calculated and tactical plan for acquiring new business, growing existing business and making and exceeding the Read More

Find out what questions you can ask yourself to move past the basics of goals and timelines. Another continuation on pipeline management. Read More

Don't waste time in pursuing the leads that do not lead anywhere Read More

Questioning is a great way of finding out about problems and building rapport but the temptation to jump in with the solutions straight away can undo all that hard work. Read More

Saying you are in sales and being a sales professional are two different things. Read More

eam selling is a whole new dynamic for a lot of new sales people, even tenured sales people and executives can often miss in a team environment. Sales people are measured by their individual contribution to the bottom-line but in team selling they need to take a look at the bigger picture and engage and coordinate a whole team. Today's assignme Read More

This is a blog post on why selling is easier with three choices. Read More

Put an end to boring business practices! Read More