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Sometimes momentum is positive, helping you to climb to greater heights and produce greater and greater results. But momentum can work the other way, too. Read More

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The inability to listen sends your dream client a message. It tells them all they need to know. And it will undo your ability to win an opportunity. Read More

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You need new skills, new ideas, new strategies, and new tools. To make room for new skills, new ideas, new strategies, and new tools, you have to do some unlearning Read More

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Today’s results are the result of work you did or didn’t do last quarter, the quarter before that, and maybe even a few of the quarters before those two quarters. Read More

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Major clients can't be measured at the level of each individual transaction. Instead, the investments made in serving them must be looked at over the longer term. Read More

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Social media is connection, engagement, and sharing. It’s winning friends and influencing people. Some people mistakenly believing they need to tear others down. Read More

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A question from the TSB mailbag. What can we do as sales executives working for small companies that are experiencing rapid growth that negatively impacts service? Read More

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You have been told that you have an hour and a half to present. You don’t have anywhere near that much time. What does your dream client want from your presentation? Read More

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Your social media network isn’t your real network. Your real network is much smaller and much more valuable. Your real relationships network is even more valuable. Read More

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As the great game of sales continues to change, you are going to have to be as prepared to not present as you are prepared to use your slide deck. Read More

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