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Sales people should view time as investment capital, then look for the best ways to invest. Better choices lead to better returns, i.e., quota attainment. Read More

Instead of making your goal to complete your required tasks, aim for something better than “complete.” Make it your goal and responsibility to make it rock. Read More

If, as a sales pro, you're solving only the easy problems, YOU have a problem. Top execs are working on the toughest of issues. Shouldn't that be your focus as well? Solve the tough problem! Read More

Salespeople that work for small firms know how to fight above their weight class. Those who work for giant organizations need to remember how and why they lose. Read More

Studio 54’s Steven Rubell’s exclusive hand selection of guests from the waiting throngs was an old marketing ploy that he made it famous. First in were high-profile celebrities like Michael Jackson, Mick Jagger, Halston, Mikhail Baryshnikov, and Salvador Dali.

If you were lucky enough Read More

Cold calling is not the easiest of most fun activity at the best of times; here are three things you can do to take some of the edge off a needed task. Read More

Business acumen is a critical skill to help sales organizations meet their sales objectives. Here are 5 common pitfalls to avoid. Read More

Without the pre-work, quarterly business reviews can easily turn into a forum to voice complaints. This is not the goal of your quarterly business review. Read More

Not only is July 1 the start of the second half of the year, but Canada's birthday, sweet! Take the day off! Read More

Speaking poorly about your competitor forces your dream client to go on the defensive. It forces them to defend their decision. This is the last thing you need. Read More