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It is easy to rationalize away losing to another competitor. But you were beaten by another salesperson. Accepting this is the key to improving. Read More

To get what you really need in sales, you have to be detached from the method you use to get it and you must be willing to persevere. Read More

When the right metrics are captured and used well, they are powerful. Here are six metrics that you aren’t tracking, but predict your performance. Read More

The real work is done in front of the deal. The end of the sales cycle is too late. Even for a show horse. Read More

This month’s topic on Sales Bloggers Union is: “Do we sell based on the way we buy?” It’s an interesting question, but the more interesting question is to we treat the people we are selling to in the very same that we would want to be treated were we buying?

Would you, selling the way you sell n Read More

If you believe that in challenging conditions that you can only sell price, you will find evidence to support your beliefs. But you will be wrong. Read More

To reasonable and objective observers, it may look as if your opportunity is gone. It isn’t. Unless you believe and behave as if it is. Read More

Take the 90/12 prospecting-nurturing challenge; you will see results and you will set yourself up for a rocking New Year. Read More

You’re not looking for a fair fight at the boardroom table. You are looking to stack the deck so heavily in your favor that it’s not a fair contest. Read More

Whatever you have achieved, you have done so with an enormous supporting cast. Have you said thank you? Have you done so lately? Read More