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Different sales people have different comfort zones, read this and vote on how we should proceed Read More

Asking questions is a start, asking the right questins to fully engage the client is the goal. Don't be shy of asking the right questions if it does move the sales forward. Read More

Sometime a bit of truth injected into a conversation with a prospect can dramatically change the direction of the conversation. At times even in your favour. Usually you have little to lose. Read More

Leading is something you do from the front, not from locked away in a hotel with a new plan. Read More

Don't get drawn in to the summer lul, plan your activities to meet market conditions, not expectations. Read More

No deal is better than a bad deal, plan ahead to avoid the dreaded Yes We'll Take That Deal! Read More

A clearly defined sales process is key to success in B2B sales, but many organizations either do not have one or lack the discipline to adhere to the one they have. Doing so is not really a Mystery, it just takes leadership, accountability and will. Read More

This morning I mentioned the value of podcast to improving your sales skill, as I finished telling you about that, I came across a great podcast on lead nurturing that I have to share. Read More

With all the gloom and doom on the air these days, thank god for podcasts. I find that I can lift my mood, improve my skills and be more productive by listening to some great podcasts available to all. Here are some samples of what is playing in my car and on my runs these days. Read More

Becoming a manger can be either a trap or a rewarding experience, as with most things in sales it comes down to preparation and continuous improvement effort. Read More