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You can't expect to get the sale 100% of the time. Sometimes the sale is lost to conditions beyond your control. But it does help to understand more about those deals that slip through your fingers when they just may have been saved by foresight and a little more training. Read More

The second in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on Closer vs. Opener. Read More

The first in a series of 10 posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed (according to the common wisdom), and the 10 opposing ideas that are also essential to succeeding in B2B sales. Read More

There is a lot of debate about cold calling, who, when, if, why. But at the end, I don't see how you can be in B2B sales and be successful without cold calling. Tony Johnston poses some good questions, but at the end, it is part of the trade no matter who is involved. Have your say. Read More

Books and articles admonish salespeople to "find the customer's pain." This can be valuable, since relief from pain is most certainly a motivation for buying. But are you missing out on Read More

BY adopting the WOW approach to sales negotiations you achieve the best results for your company, your customers, and yourself. Read More

It seems clear that Clean Tech is a really 'hot' sector today. But how much growth potential is there for companies with mid-sized or better ambitions? And can such companies get financing? Read More

In many ways, questions are at the heart of the selling process. Great sellers ask great questions. Mediocre sellers don't. Here are 25 great sales questions. While not perfect for every selling scenario, each is perfect at Read More

Most of us are thinking about how thankful we are this time of year. I searched to find some of the greatest thoughts and ideas ever shared on gratitude— Albert Schweitzer teaches us to be grateful for those who inspire us— Meister Eckhart puts gratitude in perspective with two simple words— David Steindl-Rast reminds us to enjoy our current achie Read More

Am I incorrect, or does it seem like some, even many, who make their living selling are not thirsty for knowledge, are not sufficiently curious about their customers, are not passionate about learning how to improve? Am I wrong? Read More