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Today's daily discipline is Prospecting. There are many types of prospecting and we will focus on several approaches over the next few days. Today's focus is on in-person or one-on-one prospecting. Tomorrow I will be giving the top prospector $500 worth of my personal time, coaching one-on-one via telephone or in person if you are located nearby. Read More

In sales - I fully believe that rugged individualism trumps collectivism when it comes to being successful. Read More

Want a sure fire way to stay motivated and moving forward? Choose optimism! Even though most of us think optimism is a characteristic we're born with, the truth is it's a choice we make every minute of every day. Read More

Check out these 10 tips for guaranteed sales success. Each tip includes a BONUS article! Read More

This is Day 2 of the 28 Days to Better Selling with Shane Gibson. Today's focus is on developing a set of criteria and aggregating your referral sources and centers of influence to help you maximize and prioritize your referral generating opportunities. Today's assignment is: 1) Brainstorm all possible criteria for CIO and referral sources Read More

A conversation with my 3-year old causes me to reflect on my ability to get people to listen to me. I've discovered the need to earn listenable status. Read More

A great article about what it's like to negotiate with Donal Trump and how you can apply this guy's lessons when negotiating with others. Read More

Get to know your sales candidates better! Read More

The following is the rough transcript of a recent call I had with a Sales Director of a large Irish Company. Mr X: Hi Niall, This is _________ __________, I am the Sales Director with ___________ ___________ What I'm looking for a two day sales training course to brush up on our selling skills. What would that cost? Me: Hi __________, thanks Read More