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Selling requires a balanced approach, much like dating you can't rush things and you certainly can't take thing for granted. As with any relations, you have to work with the buy long after the sale is made to make it really count. Read More

Managing your pipeline should bring value to you selling, not distract you from it. The piece looks at a couple of things that may sidetrack you from your goal, and impact results. Read More

Having looked at sales people leaving voice mail, the question comes up as to why many people do not return. Beyond really bad messages, why do some people choose to hide behind voice mail, rather than to use it as a productivity tool? Read More

In sales next steps are key to both winning deals and shortening your sales cycle, and to achieve your next step you need to both plan and execute your plan. But too many sales people confuse a plan with a real next step, which is often the reason for losing deals, or having a longer cycle. Read More

There are a lot of great sales systems out there, all with one common weakness: lack of execution. In sales if it is not executed, it's just talk. Read More

Creating healthy competition is a great way to lift the team and individuals at the same time. One great way to create competition over and above money is to post up to date results on a Leader Board. Read More

Selling is not a religious thing, you need to mix and match based on the circumstance. Rather than fixating on one type of selling, continue to integrate and evolve to meet all opportunities.

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It is hard for a buyer to get fully engaged without if they are focused only on the symptoms. As a seller you must shit the focus to the cause in order to sell the solution, all too many sellers try to cure the symptoms not the cause. Read More

With the economy looking more than anaemic for 2011, how will you exceed a quota far above predicted economic growth? Here are some tips and tools to help.

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A recent interview looking at blogging, social media and sales. How companies and individuals reps can use social media to be more effective at reaching and communicating with their client base. Read More