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Brad Trnavsky and Jerry Kennedy of the Sales Management 2.0 Podcast talk with Randy Illig, co-author of "Let's Get Real or Let's Not Play", to discuss the importance of creating solutions that exactly meet your clients' needs. Excellent message for all salespeople to listen to! Read More

Good selling and good coaching of a sales rep are not that different. In both cases you need to properly Engage-Discover-Gain commitment-Execute. Not always easy, but straight forward. Read More

Forget about H1N1. Here's the real affliction making the rounds in the sales profession Read More

Sales leaders need to remember that they too, must regularly upgrade their leadership skills. There are two critical areas that will help you pump up your leadership quotient. Read More

3 methods shared on how to post selective Tweets on Facebook Pages from various Twitter platforms. Separate your personal Facebook account from Fan Pages to make it more presentable, while targeting the right audiences. A handy information for marketers. Read More

Technorati has started to share content from their annual state of the blogosphere report. These stats support many of the reasons your small business should have a blog. And, despite the explosive growth of real-time services, there remain far more reasons you should blog and not just Tweet. Read More

Every small business wants new customers, but when is it time to draw the line and cut loose a problematic client? Save the drama for the stage by reading this rundown of the 80-20 rule and brief code red client description... Read More

Well, all the submissions are in, 14 potential resolutions to the challenge faced by our sales team in the scenario presented. Now it's time to vote for the winner, the one you think best resolves the challenge. Come read the answers and vote. Read More

I was watching the Texas vs. Oklahoma college football game this weekend and was thinking about how important their rivalry is for each school. The fierce competition that exists between them is what fuels each team's marketability, recruiting power, and championship opportunities. It got me thinking. Isn't that what we want for our business? Read More

Sales managers have to balance the White and the Black in managing the process, coaching and leading their team members to success. If the can master enforcing the process and related rules, while at the same time coaching team members to consistently execute, they will achieve the Yin Yang of sales management. Read More