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I just got a great question, "How much follow up is too much?"  The sales person was concerned about annoying the customer with too much follow up Read More
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I love this quote from Mike Tyson.  Most sales people I speak with claim they have a plan--often I think they thought they had a plan, but really didn't.  But w Read More
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Try as we might, sometimes we just can't make our goals or commitments.  Managers push us for forecasts.  They pressure us to hit a certain number.  There ar Read More
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As sales people and managers, we are often obsessed with the "numbers."  There are constant review of pipelines and forecasts.  Some look at the daily and w Read More
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Matt Heinz wrote a terrific piece, How To Fire Someone With Dignity, Grace, And Respect.  Be sure to read it, few have handled this touchy topic as well as Read More
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I love my Fitbit!  Actually, I have several devices that measure my performance in my athletic endeavors.  Heart rate monitors for my running, computers m Read More
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There are not many things that cause me to come unglued.  But there are two that provoke immediate outrage---and usually a tirade if I'm speaking with an i Read More
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Data shows 53% of customer loyalty is a result of their personal experiences in the buying process.  This means the value we, sales professionals, create in Read More
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Maureen Blanford challenged me with an interesting question, "What do you do with a person that consistently makes their numbers, but refuses to use the Read More
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In our every day rush of trying to get things done (play on words is not intentional), we seek to constantly improve our efficiency. We look for all sorts of Read More
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