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If you complete a President’s Model analysis for an important account, you’ll likely know more about that customer than its employees know. Read More

Not one of us knows all we need to know. Not one of us has enough time to absorb all of the information and knowledge we need. Most of us also have the uncomfortable feeling that our competitors are learning faster than we are. What can we do about that? Read More

Make no mistake. There is a gap between your mind and your mouth. Neglect filling that gap before making the call or presentation and guarantee less than optimal results. Read More

It’s tough out there. Yeah, the economy seems to be recovering a bit, but it’s still pretty ugly. Seems like a lot of the folks I interact with feel like this is the “new normal” and that the economy will continue to stumble along for years and years. Read More

It’s very easy to forget sometimes, that the folks who support our sales efforts have a whole lot of knowledge and skill. This episode of the Sales Thinker Radio Show explores a few of the things they have to offer. Read More

Customers are a demanding bunch. They have to be because of the intensity of the competition they face and the fact that their customers are just as demanding. It puts a sales pro who genuinely cares about the customer in an odd situation because…

They don’t care about you. They don’t care about Read More

Perhaps it’s not politically correct to talk about the role of power in business. We all know, however, that dealing with and wielding power is a day-to-day reality for sales reps. Read More

Have you ever said something during an internal company meeting and when you’re done think that maybe you actually said something worthwhile? Maybe even pretty darned good? Maybe something that can be packaged and used to help everybody sell better-cheaper-faster? Read More

Do you have enough time? Does any sales rep have enough time to get it all done? And how about our customers? How many of them have enough time? How often are they just too darn busy to meet with us? Maybe even more significant, how about the whole network of decision influencers within each o Read More

The internet has far more mass than any other form of mass media. Fine. I get it. Everybody gets it. It’s beside the point! Read More