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A goal is a series of plans well executed, a process is the means with which to take your plan from the white board to real life. This is why you need both working together to execute and deliver your goals. Read More

Product is important, product knowledge is important, but neither is as important as the ability to sell if your are looking for consistent results. I would much rather have someone who can sell and teach him about product, than having a product expert with the hope of teaching them to sell. Read More

Attitude is key to execution it permeates every aspect of the approach and actions taken during the sale. While it may seem like an intangible, it is very much something the individuals can control, and manage. Read More

Paul McCord presents a practical step by step guide to busting your sales slump. The great thing about the book is not only the clear direction given for each step, but that you don't have to be in a slump to benefit from the book. Read More

The job of a sales person is to create and fill demand. Many focus way too much on product and other secondary things that place them more on the supply side of sales. Read More

While no one can deny the benefit of having a sales system, but no matter which system you use, in the end if you don't execute, it has little value. Nothing beat proper and consistent execution, the last word in sales. Read More

We all make choices, some good some bad. As sales professional you choose to succeed or fail, one is no harder than the other, so why do some continue to choose to avoid success. Read More

There is no law that states that client meeting have to be conducted sitting down in an office or boardroom. Get up, walk around, take a tour of the facilities, let discovery come to you. Read More

It is only natural that a team reflects the characteristics of their leader. The risk with that is they will also reflect their bad habits. Read More

In order to grow in sales you need to evolve your game, approach and outlook. Challenge yourself every day to do something different or new. Read More