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Taking advantage of the hottest opportunities in your pipeline produces sales results. But greater results are produced when you are finally able to move the coldest, non-opportunities. Nurture your dream clients, especially when they are cold Read More

There are no secrets, no gimmicks, no tips, and no tricks to succeeding in sales. All that you need to succeed is known. The masters in any endeavor have a no secrets, only a far greater competence in the fundamentals Read More

Late in the game, buyers go through a stage in the buying cycle where they want to make sure that they not making the wrong decision. Little shreds of doubt creep into their minds, and they begin to have concerns.
The salesperson’s job is to resolve those concerns Read More

Your sales results are the result of what you believe and how you act on those beliefs. At the halfway point of this year, let’s do some checking in Read More

Improvement begins with the willingness to take new actions and to adopt new and better behaviors. To know that what you are doing is wrong and to continue to do so is no better than not knowing Read More

Understanding how and why you lost an opportunity is the first step to making the improvements that will allow you win future opportunities. This short list of places your opportunity when it died will help you identify the steps to keep you from losing other Read More

Activity isn’t a cure for all sales problems. But it is a solution for the problems that result from low activity. These problems plague salespeople with great sales skills but low activity. Take action on these ideas to improve your activity Read More

Greatness in sales isn’t gained by delivering the status quo. You have set yourself apart by promising to hold yourself to a higher standard. Your dream client is going to hold you to that higher standard Read More

Your behavior when you are not selling says a lot about who you are, even when you don’t want it to and even when you think it’s not fair. You are entitled to behave and believe as you wish, but how you behave and what you believe may be counted against you Read More

Sales is a zero sum competition. The goal of your sales process and your individual sales behaviors and activities is to build an unfair advantage before you ever propose your solution. How do you create a playing field that is titled in your favor Read More