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Stress is a productivity killer, especially in sales where it can distract and cost sales or more. Some tips on how to avoid the most obvious trappings. Read More

The problem with BANT, is that it limits your opportunities to those who have all four elements going. Step beyond and sell to objectives, the elements of BANT will follow. Read More

There is more to price than numbers and emotion. Understanding the Price Ratio will not only help you sell at full price, but deliver more value for clients. Read More

Without proper training, many new sales managers set out to recreate themselves, rather than to lead a team to success by focus on how well they execute the company’s sales process. Investing in new managers helps break an unproductive cycle. Read More

Everyone knows asking the right questions, and that active listening is a must, but many confuse selective listening with active listening. This not only limits opportunities, but discourages buyers from sharing and engaging. Read More

Day to day communication is very different from sales communication, if you don't adjust, you won't succeed. Take the time to compensate for realities of the sales situation. Read More

There is no denying that people buy from people, but keeping customers may take more. Clients stay with companies, rather than just following even the best rep. Read More

As business professionals, we spend a lot of time mulling over the impact that our use of social media has on our companies. Social media came barging onto the sales scene a few years ago and has absolutely changed our everyday workings as businesses. If you don’t have a strong presence on social m Read More

If you want revenue, hire a revenue generating expert, not a product expert. While product knowledge is important, sales is more than about product, it is about driving value for both the customer and the company. That is a different skill than product. Read More

Specific steps you should take after and before meeting with prospects. They may seem small at first glance, but if they are, why aren't most sales people executing them consistently to produce wins? Read More