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Differentiation is in the eye of the beholder, articulating it in the form of questions that will help the buyer see the difference based on their real agenda. Read More

Pick your colour. Read More

First impressions go a long way in sales, casual is casual, and B2B sales is not casual. Command the respect you deserve by looking the part of a pro. Read More

Call it lies, misleading or what have you, you can prevent being mislead by using basic questions and follow through routines to quantify opportunities and prospect. Read More

“The Inconvenient Truce”, a A Masterclass designed for the times and the time of year, as you are closing off the dreaded 2009, and contemplating sales in the Post Lehman Brothers era. This Masterclass, hosted by yours truly, is a whimsical attempt to cut through the noise, and help you borrow the best of all worlds, allow you to create your own Read More

Most sellers acknowledge that what they are fighting is the status quo, unfortunately their selling approach just confirms their sameness to the buyer. To overcome sameness, you need to sell differently. Read More

As “no decisions” grow, it makes sense to be prepared by analyzing them along with wins and losses in order to be able to get ahead of these prospect and decide the best course, including walking away and investing time and resources in other opportunities. Read More

Most sales people spend too much time on the means rather than capitalizing on the opportunities presented by the end. Learn more on A Random Walk Up Sales Street. Read More

Here is your chance to ramp up you appointments and pipeline with a fresh new e-booklet: 6 Ways to Get More Sales Appointments. Download it, use it, it's FREE. Read More

Doesn't take much to lose a customer, just a little indifference. Some companies feel that if they can wear the customer down the problem will disappear, as does he customer. See how Apple goes about doing it. Read More