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Sometimes you have to see things through the eyes of others to get a better understand of how you can improve your selling. Here are two glimpses that got me thinking. Read More

Having success with sales teams is less about coaching or managing, and more about leading. Leading from the front ensures that it is about executing the process, not dealing with the individuals. Read More

Voice mail is one of those black and whites in sales, when it comes to prospecting you either leave one or you don't. I used to be a "don't", then I grew up and not only leave messages, but get call back regularly. Read More

With more and more decisions being made by groups or committees, it is more important than ever to cover the entire "enterprise". Sellers need to stop relying on one champion, and work on building consensus among many at the same time. Read More

Badgering and pushing a buyer is no way to sell, but the role of a sales person is to close mutually beneficial sales. To do that it is important to always focus on the objective, and what you need to do and execute to achieve it. Read More

Selling should not be scary for either the buyer or the seller. People just need to apply themselves a bit more and be sellers, rather than just dress up as sellers. Read More

when hiring sales reps it is important to interview based on actual experience rather than just the individual's outlook or views. Be sure to develop questions that not only validate the person's experience, but also demonstrate how they use their experience to learn and evolve. Read More

When you consider the 80/20 rule in sales, what is a key difference between the two groups. Top of the list is that the 20% driving the sales are more proactive than reactive in their approach. Read More

Everyone seems to agree wit the old statement: "Nothing happens until a sale is made". So why do "experts", seem to overlook sales and it's role in small business success? Read More

Sometime you have to dramatically change the course of a meeting in order to move it forward. By asking tough, direct questions, you accelerate things, good or bad, at least you are not wasting time. Read More