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Advancing sales requires a that you obtain a complex set of commitments that provide access to individuals within your dream client’s company, as well as access to the information that will allow you to win and to succeed for your client once you have done so Read More

Mr. Customer, the net present value of the investment I’m suggesting is $377,000.

That’s the translation of “Many companies like yours have found tremendous value is this service of ours” into the Universal Language of Business. Just a tad more compelling, wouldn’t you agree Read More

Sales is a zero sum competition. The goal of your sales process and your individual sales behaviors and activities is to build an unfair advantage before you ever propose your solution. How do you create a playing field that is titled in your favor Read More

Successful selling requires sales behaviors that yield the desired results.Sales behaviors are determined by both knowledge and self-talk. Once knowledge is present, the salesperson's self-talk can either lift a salesperson to a new level of sales achievement or can act as a limiter on career and income growth. Read More

It is still true that people buy from people, and they won’t buy from sales people they don’t like. Kelley Robertson points out seven things sellers do that buyers hate. Learn to avoid them Read More

Does a 17th century French philosopher, mathematician, physicist, and writer have something to say to 21st century sales reps about “push” and “pull” and their relative effectiveness in getting commitment?

“We never understand a thing so well, and make it our own, as when we have discovered it for ourselves.” — Rene Descarte Read More

Dave Brock started the mudslinging at a useless forecasting metric, then Anthony Iannarino piled on. These two guys are right on the money – again – and I can’t help but throw another log on the fire Read More

As a sales professional you need to nurture and manage leads to ensure profitable and timely conversion. Here are 5 tips from a market leader that will pay dividends if you put them into practice consistently. Read More

According to the best research I can find, roughly 2/3 of CRM implementations fail. How can this be? After so many years why haven’t sales leaders and CRM vendors figured this out Read More

From the World Cup to Monday morning quarterbacks, I wonder… “What can I take away to help me sell better? Read More