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As a sales professional you should be thinking ahead to get ahead of situations. This may not always be easy, but it does yield better results than excuses as to why you didn't. Read More

The better the quality of the questions you ask, that faster you'll get the No you seek. This clears the way for getting to Yes later! Read More

Determination is an essential attribute of great salespeople, allowing them to succeed where others fail. Determination allows the professional salesperson to persist in their efforts to acquire new clients and to succeed in delivering the outcomes they have promised. Take these actions to develop your ability to persevere. Read More

Even though I lived outside of Minnesota at the time, the matter of principle kicked in, and I spent a lot more money getting to the courthouse in Duluth, Minnesota for my court appearance than the ticket would have cost me. And did I mention the attorney I hired to get me out of this ticket? But principle is like that. Read More

Are you looking to push big sales growth this year like so many others? Well, to avoid the disappointment of missed expectations, you best make sure your offering’s fundamentals have and will keep pace with your marketplace’s evolving reality because relying on old assumptions and guesswork won’t deliver the revenue result sought. Here’s why and what to do. Read More

Call my goofy, but American Idol is one of my favorite shows of all time. I’ve always been drawn to people with talent, big dreams, and high aspirations. I enjoy the Olympics for many of the same reasons. It’s inspiring to watch people on their quest to be the best in the world!

In both cases, there is a common theme that stands out above all else… Read More

If you want to get an honest answer from your prospects, try being honest yourself. State your intention from the beginning, and let them know you'd rather hear No than Maybe. Read More

To succeed in sales today requires the ability to be resourceful. Advancing the sale with prospects and achieving the outcomes that you sell requires the imagination and the creativity to find a way or to make one. Read More

One way to differentiate and impress leads and convert them to prospects is to follow up and live up to what you committed to, not matter how small. It is a small thing, but it makes a big difference when you are consistent. Read More

If you're uncomfortable in a sales situation, you make your prospect uncomfortable; uncomfortable prospects don't buy. What can you do to get comfortable? Read More