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Price, the eternal boogieman for sales people is and always will be an issue in sales. It is up to the sales professional to manage and deal with it, in B2B sales it can be overcome. Read More

After a brief hiatus, the Motivation 101 Blog is back! Find out what Jerry Kennedy has been up to and why he has a new passion for getting you moving. You might even find the inspiration you've been looking for! Read More

The leader's language is revealing. I recently came across this video on leadership. It reminded me of a conversation I had several years ago with a manager I'd been mentoring. The manger came to me with a BIG problem. He was having a difficult time getting his team to buy-in to “his” goals and objectives... Read More

Many sales people tend to focus on establishing a relationship with prospects who end up being their Friend but not their client. Is that a sound approach? Read More

When is it okay to push your product? Read More

The only way to know what you didn't know is to go out and do it. Read More

Sometimes failure is a good thing. Read More

Why is this time of year so critical? Doyle shares 3 reasons why the next 60 days could impact your success well into next year! Read More

Engaging a customer is a lot like engaging a new piece of music, the note are familiar, but it is different every time it is played. Read More

That's what my boss used to shout from his office after talking with a salesperson. Read More