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Even though you want to focus on obtaining the future commitment you need, that outcome comes through your focus on the sales interaction you are now engaged in. Read More
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If you have trouble coming up with a couple of posts a week, I believe that one of two things is true (or perhaps both are true). Read More
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It isn’t easy to bridge the gap between wants and wont’s. It takes a burning desire and a stronger will to overcome your wont’s. Read More
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There is no such perfect list of dream clients. The time you spend trying to acquire the perfect list is time that is better spent prospecting and qualifying.
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For a long time, I have kept a list of required reading for business-to-business salespeople. Trust-based Selling will join that list, and in a very high position.

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It is especially provocative to believe that you can call on people and companies that don’t already buy what you sell—but that you believe should buy what you sell. Read More
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If you don’t care deeply that your customers are made better by what you sell them, then you aren’t going to be a great salesperson—even if you make money. Read More
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Large or small, trust and relationships count for a great deal in all sales. In fact, it’s the whole game. Read More
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I am asking you to donate $5.00 for my webinar on Friday, May 13, 2011 at 12:45 PM EDT. My presentation is called “Building Your 13-Week Sales Success Plan. Read More
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To sell effectively, you need to know some things. You have to be super smart. But you never have to prove you are the smartest guy in the room. Read More
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