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In a small business, every employee can play a sales role. The sales team at Wasp Barcode has crafted 8 tips that will make any employee comfortable selling products and building relationships. Read More

We are finding all the excuses to keep a deal in our funnel and pursue it as a sales opportunity. Rather than qualifying, we need to focus on disqualifying--we need to focus on finding the deals in our sweet spot, eliminating all other deals. Nothing impacts win rates more than vicious disqualifica Read More

Not every business owner is a natural born sales person. For some people, selling is only marginally more enjoyable than a root canal. I believe that selling is a skill that can be learned. Read More

Sales - Effectively managing sales leads today is tricky, but not if you understand the problems between Marketing and Sales. Learn which four lead-management strategies could be hindering your success. Read More

A key aspect of the manager's job is performance management. Surprisingly, I seem to run across a fair number managers that don't own this responsibility. They don't do it, or try to delegate it so someone else. Read More

There were a lot of problems with the sales organization. It started with having the wrong people. But I couldn't help this CEO fix these problems. He basically was the root problem--he had hired all the people, he had created the environment in which all these people operated. Read More

Top performing sales people stand out from their average performing peers. They do things differently and exhibit several different characteristics. In this article, the writer explores what small business owners and sales people can learn from top performing sales people. Read More

Today, I want to take a pause in this series. Over the past couple of months, each Friday, we've looked at different performance metrics. We've focused on establishing numbers and goals for these metrics. It's worth taking some time to reconfirm what we are doing and why. Read More

A linguistics professor was lecturing to his class one day.

“In English,” he said, “a double negative forms a positive. In some languages, a double negative is still a negative. However, there is no language wherein a double positive can form a negative.”

A voice from the back of the room Read More

Whenever I needed money, my dad’s no took the form of there’s a time and place for everything sermon followed by now is not the time or place. I rarely got any money, which is one of the reasons I went into sales. My poor sense of timing transferred to the early part of [...] Read More