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Salespeople and sale organizations are notoriously bad at forecasting. Two questions will make sure you are where you think you are. Read More

Succeeding means knowing when you need to apply the science of sales, and knowing when you need to exercise the art. Read More

The best salesperson isn’t one who wins a contest. The best salesperson is the one who wins by creating a situation where they win without a contest. Read More

Sales is a blood sport. It is a zero sum game. Because this is true, it is easy to lose sight of your one true strategic objective in sales. Read More

A salesperson with low sales activity wants to cram to make up for lost time. Instead of getting results, they end up spinning their wheels. Read More

The only cancer that is spreads by contact is negativity. Negativity is a communicable disease. Here are three ways you can protect yourself. Read More

If you despise your company while professing that other’s should love your company and select it above all others, your sales results will reflect your detestation. Read More

If you want your dream clients attention, especially at the C-level, the way to differentiate yourself is by asking bigger and better question. Read More

You must be able to live with your loss, should you lose, with no regrets, knowing you did everything in your power to win. There is no reason to leave the contest with any weapons unfired. Read More

Managing the outcomes your clients need and solving their problems is part of selling, but to be effective you have to know where you are valuable. Once you have set things in motion, it is your job to get out of the weeds and get back to your primary role: selling. Read More