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BANTER gives you a frame work for working through a sale and helping the buyer make the decision to deal with you. Today we look at the first two elements: Budget and Accountability Read More

There are a lot of things that seem beyond explanation in this world, and would seem to be supernatural or paranormal. It goes without saying that this extends to sales as well, where many things sales people do can only be explained as being paranormal. Trevor Stevens takes a humours look at some Read More

Are you up to here with “just enough” and “almost there” activities? Daniel Waldschmidt shows you how to get ahead by mastering the art of the outrageous Read More

Your funnel is your most powerful productivity tool is sales. Dave Brock looks at it's role and the need to keep it real and uncluttered Read More

Todd Youngblood explores the pros – cons and challenges for companies considering forming a Customer Advisory Council. A great concept that can pay great dividends when properly executed for the right objectives Read More

S. Anthony Iannarino looks at the implication of moving from the “80$” cam to the “20%” camp. The impact on you, your company and success. Anthony presents three questions to consider to help make the concept a reality Read More

It is still true that people buy from people, and they won’t buy from sales people they don’t like. Kelley Robertson points out seven things sellers do that buyers hate. Learn to avoid them Read More

As a sales professional you need to nurture and manage leads to ensure profitable and timely conversion. Here are 5 tips from a market leader that will pay dividends if you put them into practice consistently. Read More

Selling across different cultures requires a focus on relationships and taking a consultative approach. You can establish and demonstrate your expertise as a consultant by guiding your buyer rather than providing numerous options.
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Silence can have just as great an impact on moving the sales forward as saying something (anything). Sales professional need to get more comfortable with it's powers and here is why Read More