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More sales books, blog posts, and articles are published monthly than all the material available when my sales career began in 1971. Finding the gems can be daunting, so I was fortunate to find “Lead, Sell, or Get Out of the Way.” Read More

Blogging is work, but the business benefits can make it very worthwhile. Read how a blog can help - and how to take best advantage. Read More

You call on a contact that is an obstacle and roadblock. Going over their head means you alienate a contact that will be crucial to your success. What now? Read More

Sometimes we believe that what we need to succeed is new leads, better leads, leads that would be easier to “get in.” You don’t need better leads. Read More

Let’s accept the statement at face value and remember that prospecting generally isn’t easy. Here are four ideas that can help you improve your ability to get in. Read More

The company set my quotas, but I had goals. Quotas and goals are not the same thing. My Goals exceeded the company’s expectations. The company’s vision was bottom line numbers, but I had a vision for my entire life and my sales goals were set to achieve that vision. Their quotas became irrelevant. Read More

I wish it had been me with such a flash of insight. But it was David Shenk in The Genius In All Of Us. He goes on to say, “Any ability is a process that involves building up skills. And we have to have the resources, right attitude, lots of things have to come together. They often don’t, even if Read More

Sales people need to set boundaries on how long they are willing to be kept waiting before moving on from a meeting. After a certain point the outcome is more than obvious. Read More

It’s easy to do the sales tasks you enjoy. Being a more professional and more successful salesperson means doing what most needs done—and what you most often avoid. Read More

Your rituals are the behaviors that you commit to that have no end. It is their consistency and their endlessness that make them the driving force of your results. Read More