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As a sales person you need to be living in the future, ahead of your sales cycle, ahead of your buyers objectives. Looking at what you can do now to change your current cycle is a waste of time. Read More

Is it better to sell the value from the start or negotiate? Had a chance to take in two different views on the role of a professional seller, is one right, or is it a mix of both? What's your view? Read More

It is easy to feel rushed, but it is harder to take back mistakes or have second chances at a first impression. Success takes time, not speed. Read More

Having a complete understanding as to why all your sales are turning out the way they do, is a much better way to drive a culture of improvement than just looking at one narrow trend. Examine all three, and avoid being blindsided, and sell more. Read More

No matter who you sell for, you deserve to come to your own sales kick-off, in the form of the Art Of Sales, January 28 in Toronto. Featuring Matt Dixon, Dan Pink, and others, it is the only event you need to take in to kick your year off right. Read More

Cold calling is back, and everyone is doing it. When it comes to best practices, it should always be "do as I do, not as I say". When it comes to cold calling, it seems to be back based on what people are doing for their own business, despite what may be said. Read More

Changing the label does not change the deed. If you are leading with a value proposition, you are pitching. Why not use your inherent value to drive a buying conversation instead? Read More

Long shots are good, and a part of sales. But all in context, they should be started early, not as a last result; they should be an added bonus to you pipeline, not the core of it. Read More

It's a drag when some want to cloud the issue with facts, but I just can't help myself. Just as some pundits can't help but play a game of semantics to change the meaning when the facts get in the way. Read More

Everyone is telling things you should do next year and moving forward, great. But it is hard to add things to do if you don't stop doing some of the unproductive things you are doing now. Read More