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I’ve heard ‘em all. Every reason why creating and maintaining an e-Rep is a great idea, but not for me because…

* I’m too busy
* I don’t know what to blog about
* I’m no tech whiz
* It’s too complex
* It’s too hard to learn how
* I’m a sales pro, not a techo-geek
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Do you have trouble getting started prospecting first thing in the morning? Are you distracted? Avoid distractions; don't check email first thing in the morning. Read More

When the new Corvette came out in 1984, the president of our company gave me one as a company car. My red toy had the first digital dashboard; it was like driving a video game. Slamming the gas pedal pinned you to the back of the seat. I could go from red light to red light faster than almost any o Read More

There is one primary reason that entrepreneurs, solopreneurs, and consultants fail. And there is a single, simple (yet difficult) solution. Read More

Automation has increased sales opportunities at the expense of quality. More leads means less time to cultivate and nurture relationships. Shoe leather is expensive, and, it’s easier and cheaper to send an email than make a phone call. Is customer experience suffering as a result? Read More

Non-compliance means digging your heels in and making a good fight when there is a good reason to do so, when there is something worth fighting for.
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Understand where and how decisions are made can change ones view and approach to a buying organization. Sometimes sales people see barriers where there opportunities, if they were to step back and reassess. Read More

You heard your dream client say: “Call me next quarter.” This sounds like an opening. It sounds like they really want you to call them next quarter. They don't. Read More

Sales provides the opportunity to do meaningful work by providing the opportunity to express the great human attributes of caring, creativity, and connection. Read More

Does the number of follower one has on Twitter or elsewhere equate to the quality of the offering, or speak more to the time and effort spent collecting followers; time and effort that may have improved the offering? Read More