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Yes, you can build your business with only dream clients. In fact, if you are going to build a business, you are going to do so by serving your dream clients. Read More

You put a lot effort into turning your dream clients into clients. Once you acquire them as clients, you must become an active participant in their buying cycle. Read More

When you haven’t created the ability to tie your price to the value you create, you guarantee that price is the what your dream client uses to make their decision. Read More

A great discovery sales call is a work of art. But the very best needs analysis sales calls go far deeper. Real understanding comes from asking “why?” Read More

The man in this picture above is fishing. I snapped the picture while standing outside my car. It is about 4 degrees Fahrenheit, and this small lake is frozen over. Personally, I can’t think of anything I would like to do less than stand on the ice and fish. But, there are lessons to be learned eve Read More

Last week I received an email from a friend about my blog. He told me that the my blogging daily is too much and that it was hard for him to keep up. Read More

Before we get carried away with the new tools of social selling, like LinkedIn, Facebook, Twitter, let’s take little step backwards and answer a few questions. Read More

You know what I think. What do you think it means to embrace sales? What do you think you have to believe about sales and selling to be truly successful? Read More

Spending the time thinking about the language, writing it down, and rehearsing it will build your confidence and your competence as a salesperson. Read More

If you are going to make one of your resolutions to lose weight, there isn’t anything heavier to lug around than the three following items. Read More