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The Sales Process is the cornerstone to sales excellence-for both individuals and organizations.  Recently, I reread Miller Heiman's 2010 Best Sales Read More

To say things are changing is almost trite, with the confluence of the new economy, globalization, social media, globalization, new and different competition, Read More

We spend lots of time and money refining our communications styles, learning how to connect with and communicate more effectively with our customers.  There Read More

Improving sales productivity is the Holy Grail of all sales professionals, executives, Sale 2.0 solution providers and every sales consultant.  We look for all Read More

Training is a key part of any person's development. We need training to develop new skills, to acquire knowledge, and to build our capability. Whether it's on new products, new sales skills, new tools, training is a vital part of everyone's development (sales professionals and managers alike). But, Read More

The cold call started pretty well.  Someone called, he had a good premise for the sales call, he had done his homework, he asked a question....... That's Read More

Over the past several weeks, I've sat in on a number of interesting webinars on sales productivity.  Inevitably the focus is on tools the sales manager can use Read More

Effective coaching responsibilities, coach people for great results, learn how to be coached and improve your performance. Read More

Collaboration is the new buzzword.  It seems everywhere we turn, we read about collaboration--it's critical to Sales 2.0, Enterprise 2.0 and just about Read More

There are lots of ways to coach, in this and the next few posts I'll talk about a number of methods managers use to coach.  I've been thinking a lot about this Read More