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Optimism allows the salesperson to continue in the face of adversity. It allows the salesperson to hear no and to lose deals without attaching the negative meaning that would prevent them from taking future actions. Read More

The best way to demonstrate value is to increase your value to your buyer. You can differentiate not only based on what you deliver, but how you sell. Deliver value, not subservience. Read More

Self-discipline is the cornerstone of effectiveness in sales. Here are 7 methods for building the self-discipline and the strong foundation for success in sales. Read More

What is Culture? Here are some great definitions of culture taken from Cross-Cultural Twitter Interviews of cross-cultural and international people on Twitter Read More

Too many sales people get caught in the trap of asking low-quality questions instead of more powerful ones. Here are suggestions that will help you ask better questions and close more sales. Read More

Most first interviews are conducted over the telephone. Here are strategies that will help you ace that intial interview. Read More

I have been running through a lot of questions in my mind lately… but there is one question that keeps popping up, “Has sales become a role where only the elite survive?”

Chad Levitt from the New Sales Economy blog recently invited me for an interview on his site. He asked me some great questions and I decided to lay it all out there and share my perspective of what front line sales people ar Read More

It was a college prank, but I'm sure at least one driver must have driven up to the sign, stopped, and turned around. This happened even though there was no road construction, no bridge out, and no tree on the road from a logging truck. Read More

Thoughts on when it is okay to fail and when it is not okay to fail. These meditations focus on the contests in sales, as well as the contests in life. Sometimes it is okay to fail, but never when it is a failure that could have been prevented by additional effort. Read More

A slow and steady approach to sales and prospecting yields gr4eater results in sales and allows you to avoid the usual "ups and downs" of selling. Develop the discipline to maintain a key activities throughout the cycle instead. Read More