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Last week Toronto had a snow storm that was much more significant in the media, social and traditional, than in the real world. Getting caught up in the moment led to many getting caught up in the hype waiting for a storm that never really come. Read More

In today's guest post, Arthur Gould looks at the role of questions in increasing sales. Art outlines methods and attributes of key questions.
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Sales is a creative process that requires the sales professional to master the "science" in order to excel at the "art". You can only go so far by focusing strictly on the "art", true professionals continue to focus and improve the fundamentals, which then allows them to evolve the whole process a Read More

No matter how you sources your leads, there does come a moment where you need to convert your call from an interruption to a conversation. How you do that is at time more crucial than where the opportunity originated. Read More

Today, our guest blogger Nigel Edelshain, looks at17 Pieces of Collateral Sales People Might Actually Use. From Testimonials to Sales 2.0 tools, all to help sales people execute better.
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We have a lot of great tools to help us be better at executing a sale. But the sales professional also needs the discipline to master the tool and use it productively. Read More

Questions are not only great for involving buyers in the process, but they can help in dealing with the competition too. The right question left in the right place with a buyer can go a long way in keeping the competition at bay. Read More

Price is not just an issue in new sales, but with existing accounts as well. A challenge many sales people face is selling a price increase in a soft market. Read More

An effective sales process establishes stages, or ZONES, based on aligning the selling process with the buying process. This includes details such as tasks, tools, and even specific questions that move the mutual process forward efficiently. Read More

As with any profession, understanding which activities have a positive impact on outcomes, and which are negative is important to track and know. The goal is to eliminate the negative ones which increasing and improving the positive activities. Read More