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Whether you respond to the RFP on your desk or not, here are some of the reasons the RFP process is unhealthy. For you and for your dream client. Read More
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You have to choose your future regret. But only one of your choices has a potential upside. Choose wisely. Read More
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You have nurtured the relationships and developed a vision of the perfect future. Now it is time to give your final presentation. Or is it? Read More
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Hiring your next superstar salesperson is no easy task. Past experience alone isn’t enough. Here’s what to look for and why. Read More
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If you are going to get results inside your own organization, you are going to have to sell inside and the courage to stand and fight. Read More
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It is sometimes difficult to release an underperforming salesperson. Their poor performance in sales becomes your poor performance as a sales manager. Read More
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A salesperson with an effective process and who knows what his company and her dream client expect can compress her sales cycle time considerably. Read More
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Great performers in sales are always seeking an edge, and they are eminently coachable.
Here is what you need to know to be coachable. Read More
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If you aren’t willing to do what is right, even at the high cost of your deal, if you’re not willing “to run the risk of defeat,” then you don’t deserve to win. Read More
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You sales force is an extension of your will. Whatever you are a sales leader, so will become your sales force. Read More
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