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The easiest limits to over come are the ones reps and companies place on themselves. Read More

Two different looks at sales forecasting pipeline management, coming to similar conclusions about it's effectiveness and impact. Read More

With longer sales cycles, we need to do more to disqualify and manage opportunities to ensure we can close revenue in 2009. Clogged pipelines choke opportunities and lead to bad forecasts Read More

We need to lead in actions and in thoughts if we are to succeed in sales. Read More

Saying you are in sales and being a sales professional are two different things. Read More

Different sales people have different comfort zones, read this and vote on how we should proceed Read More

Asking questions is a start, asking the right questins to fully engage the client is the goal. Don't be shy of asking the right questions if it does move the sales forward. Read More

It take almost as much to explain why you lose a sales as to win one, so why not put it to winning? Read More

Every best of breed sales organization has a clearly defined sales process that evolves based on market realities. The most efficient way to ensure ongoing execution of the process and that it continues to serve the clients' and the organizations evolving needs is to deploy it through a proper CRM. This presentation show the integration of a pr Read More

Sometime a bit of truth injected into a conversation with a prospect can dramatically change the direction of the conversation. At times even in your favour. Usually you have little to lose. Read More