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"Candy is not enough, so ditch the gifts and meals. Become an expert. Learn everything you can about your customers’ businesses, know your products and services inside and out and help your customers grow. Help your clients get the brass ring they’re vying for and they’ll reward you with good busin Read More

Washington does not own a monopoly on brinkmanship. 11th hour negotiating is an old business tactic. Here are 5 ways to circumvent or minimize the impact. Read More

When do Negotiations Begin?

When did your customer start negotiating with you? When we think in terms of process, we compartmentalize elements with defined boundaries. Separating the different "parts" of sale helps us understand and manage the journey, but buying and selling, like people are or Read More

Which is most important to your organization, quantity of followers or doing business with the right customers? Do you you know who you best customers are? Read More

There were times with clients when I felt like a mind reader, clairvoyant moments when I wondered if I was actually reading minds. You can develop this skill. Read More

Features and ROI don't fire your customers up because they have their own customers on their mind. How are you and your products and services helping them acquire new customers and improve their customers' experiences? Read More

Why has making money, bringing home the bacon, become socially unacceptable in many circles? We who enjoy the life capitalist nations offer are dependent upon someone to sell the stuff we produce. From my side of the table, I expect the sales team to be treated like heroes and always shocked when s Read More

Do you want to become sales rock star? Would you like to be a top performer?

Yesterday, a young aspiring sales star inspired this post, "Five Steps to Become a Top Sales Performer." As a young green account executive, I was hungry for success. One of my mentors said I was like a puppy dog scratc Read More

Helping you improve your sales skills is my obsession. I created a list of resources for you because your success in sales is important to me.

The following sales blogs and websites are excellent resources for salespeople and sales managers. I have personally read their posts and know Read More

If you want to build a community of ecstatic customers and achieve your revenue goals with a method you can duplicate, you need a sales process. Read More