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I recently stumbled across an article discussing ways to dig deeper into your customer's pocket. The author was referring to retailers finding additional ways to gain a bigger slice of their customer's shopping budgets. What tips do you have for digging deeper into your customer's pockets? Read More

It is not easy to give it to 'em if you do not know what they want. Steve Jobs once said, "A lot of times, people don't know what they want until you show it to them." So what is a salesperson to do in such a scenario? Read More

I would hazard a guess that most, yes most, people's communication skills leave much to be desired (Shocking, I know). Compound that with jargon (e.g., Cyberspeak, Text Latin) and/or text-based communication and you have an environment ripe for miscommunication. Read More

"Closing" is about bringing a prospect to the conclusion (reach a decision) to take some form of action (e.g., take the next step) and I view it as a progression of consent. In that context "Always Be Closing" makes sense. Read More

Do you get the impression that a large number of people do not understand (I don't get it) social networking let alone social networking technology? Read More

Why have more and more top sales bloggers stopped posting or shutting down their blogs entirely? Is this a trend fueled by a low return on investment of their energy, time, and talent? Read More

Do most companies you know of name and announce top sales associates on a periodic (monthly/annual) basis and/or offer top sales awards or other performance based recognition? Read More

In all seriousness, selling "Ice Cubes" to Eskimos shouldn't be as difficult as it might sound. Not too unlike selling "Water" to folks who live on or near water. Read More

What if newly graduated and trained brain surgeons generated an 80% fail rate in surgery performance? What would you think? What would you recommend? Read More

Are these types of predictions by sales trainers nothing more than someone's attempt to be relevant and gain some attention? Read More