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The Status Quo is the enemy of sales. Sales requires change, it is enviteble. The status quo hates change.

Learning how to defeat the status quo is critical to sales success. Read More

Many sales people spend too much time trying to "qualify" an opportunity rather than quantifying it, both for the client and themselves. This theme seems to have resonated with with readers over at Salesopedia.com, a leading site for sales news and advice, as it was the second most read article on the site in 2009. Have a read, enjoy. Read More

If we don't exercise, our bodies deteriorate. Muscles atrophy without constant use. If we don't use our brain power, our brain power goes away. If we don't maintain our automobiles and our homes, they begin to decay. Read More

Is the customer always right, or is it more important that the right decision is made. The difference between a good sales person and a great one is the ability to work with the customer to arrive at the right decision, which may not have been his initial concept. But having been presented the facts and options by a great sales rep, focused on delivering value rather than making the buyer feel Read More

I received a lot of feedback on my post encouraging you not to buy lead management software. That may sound a bit peculiar from a guy that earns his living selling lead management software. However, as I said, numbers don’t lie.

Chris Johnson, one of my favorite freelancers and sales cold callers, and I got into a chat about this. Read More

Reducing risk might not matter if you sell underwear at the mall, but if you sell a kitchen full of appliances at retail, it could matter. If you're investing in a college fund for your toddler or adding a room onto your home, it most certainly matters. Read More

Often the difference in succeeding in sales is not the lack of intent or ability, but the lack of a clear plan with specific step by step plan. Trish Bertuzzi of The Bridge Group, Inc., present 8 specific ways sales executives can get an 8% uptick in productivity. Read More

When everything from wealth to glory is on the line, athletes aren’t the only ones who freeze, choke or come up short. But in business, that shouldn’t and doesn’t have to be 'just the way it is'. There are ways to react and adapt to the stress. Read More

Kaleidico has always had great software.

Our competitive advantage has always been that we create software with movement. That's right, our software moves and inspires motion. This is critical in business.

Motion makes you take action. Action makes you remarkable.

If you stand still you lose. If your team stands still it loses. If your company stands still it loses. Read More

Modern customers expect a good deal in every buying relationship they enter into. That goes without saying. What they really want to know is how fun it is to do business with you. Read More