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You pay in advance for your dream client. If you want to win your dream clients tomorrow, you pay for them with what you do today. Read More
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Your competitors are worthy of your respect. Mostly. Some of them are worthy of more than your respect; some are worth emulating. Read More
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Two of the most remarkable mistakes that salespeople (and lots of other people) make are giving up too soon and not having an active patience. Read More
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It’s easy to see the sales process as linear and horizontal. But there are points in the sales process where there the sales process needs to be illustrated as being both horizontal and vertical. Read More
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Every day brings opportunities to make the observations and to discover the changes that can improve your future performance—if you take the time and make the effort. Read More
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The Development Edge

The Development Edge - http://thesalesblog.com Avatar Posted by iannarino under Sales
From http://thesalesblog.com 4828 days ago
There is only one sustainable advantage that creates a long-lasting edge. That edge is your non-stop, never-ending, continual and continuous personal development. Read More
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In B2B and major account sales, there are few opening moves that create a strategic advantage and the possibility of winning. That move is discovery and diagnosis. Read More
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Selling business-to-business and major accounts is about producing long-term results. But your long-term success requires you to focus on the short term. Read More
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Dealing with personal issues can take you out of your sales game and destroy your results. Here are few ideas about how minimize the effect of personal issues on your sales game. Read More
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We work hard to understand the dissatisfaction that is our dream client’s motivation for change. To be effective in sales, our understanding must go deeper. Read More
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