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During the next three weeks I'm going to share a three part series with you. We'll focus on building a championship pipeline! Part 1 of 3 begins with— Read More

Great sales managers have a knack for inspiring and driving sales teams to achieve top performance. These managers seem to always say and do the right things... Read More

A couple of weeks ago I wrote an article titled, “Stop Selling Like You're Walking On Egg Shells!” As usual, I received a number of great comments from readers. Among those comments came one in particular that really stood out. It said— Read More

I received this list in my email the other day and busted out laughing with each comment I read. I guess it's funny as long as my manager isn't saying these things about me. I knew immediately that I had to share it with all of my readers! Read More

Check out these 5 Tips for Winning with Online Buyers... Read More

Are you speaking poorly about your competition? Is your competition bashing you? I've known people who believe in creating doubt in the prospect's mind by pointing out a competitor's weaknesses. On the other end of the spectrum. I've known people who believe the exact opposite. They choose not to say anything negative about the competition— Read More

A couple of weeks ago, I posted a reader Q & A regarding lead conversion and engaging prospects who are “just looking.” In addition to highlighting reader comments, I also promised everyone that I would share my own ideas if I found anything missing. There's just one tip I would like to add. It's very simple, but critically important! Read More

Do you want to know why some sales people are struggling? Because they are believing all the whiners, sales snipers, and so called gurus who like to “talk” sales instead of “make” sales. These “big talkers” are filling everybody's head with junk! Read More

I was watching the Texas vs. Oklahoma college football game this weekend and was thinking about how important their rivalry is for each school. The fierce competition that exists between them is what fuels each team's marketability, recruiting power, and championship opportunities. It got me thinking. Isn't that what we want for our business? Read More

How do you engage your web marketing leads to move them from “just looking” to “I'm interested”? Read More