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When all is said and done, the winner in sales is the one that executes. Not only those who execute well, but even more so those who execute consistently. Read More

Self-serve is not new, nor are the efficiencies technology brings, that's great for buying, but when something needs to be sold, you need a sales professional, to make up for the inefficiencies of buying. Let's not blur the lines between selling, fulfillment, transactions interactions, and the rol Read More

Yes sounds good to sales people, but the wrong yes can be worse than the right no. Don't be drawn in by the word, focus on the objective facts. Read More

It often seems that sales people spend more time getting ready and practicing for a round of golf than they do for key sales meetings. It maybe the difference between success and showing up. Read More

Not only is July 1 the start of the second half of the year, but Canada's birthday, sweet! Take the day off! Read More

Sales people need to set boundaries on how long they are willing to be kept waiting before moving on from a meeting. After a certain point the outcome is more than obvious. Read More

One way to figure out how to make a better cold call (and no cold calling is not dead), is to examine a bad one and learn what to avoid. That is exactly what Art Sobczak does in today's guest post, both looking at the mistakes, and suggesting alternatives. Read More

Understand where and how decisions are made can change ones view and approach to a buying organization. Sometimes sales people see barriers where there opportunities, if they were to step back and reassess. Read More

Does the number of follower one has on Twitter or elsewhere equate to the quality of the offering, or speak more to the time and effort spent collecting followers; time and effort that may have improved the offering? Read More

Cold calls are a part of sales no matter what. training is what makes a cold call effective instead of being a crank call. Read More