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Adding prospects to a sales pipeline is easy … but if they aren’t ready to buy, you’ll waste precious time that could be better spent pursuing accounts that are ready to sign. Although the economy is in strife, people are still buying. The key is to identify which prospects are ready to buy now. Read More

Bankruptcies really are like car crashes. Most times with more prudent, careful driving they could be avoided. That is why business owners and company leaders need to think safety first, gain second before they go and take on significant business risk. Here is the argument for why. Read More

Do you want to generate more sales in 2010? It's kids play. The past year was very challenging for many sales managers, but now it’s 2010 and we need to look ahead. Have you increased your sales targets? How will you ensure that your team delivers the goods?

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Sales and marketing need to be better integrated around execution. Alignment and simultaneous execution allow companies to stretch resources and dollars further and reach more profitable results. Read More

It’s an age-old question: “Do I have to believe in what I am selling to be a good salesperson? “ The answer is complicated. Read More

Don’t you love it when a prospect throws out the same old lame stall, “Can you just send me some information?” For years, we’ve been taught to respond with our own canned reply, “What kind of information would you like me to send you?” …ultimately knowing that we really don’t send any information at all.

You can use this stall tactic to your advantage... Read More

Shane Gibson and Steven Jagger have written a brand new book about social media that will be helpful to business-to-consumer companies and individual salespeople. This podcast episode is Skip Anderson's interview with Shane Gibson, a social media thought leader. Read More

If social media touches all, you have to make sure you touch inside your company too. Marketing needs to share and partner with front line sales to fully leverage their initiatives, then give back to sales in the form of better leads and other benefits. Read More

Why do I suck at plumbing? Because I don't love it! Read this post to see how that simple principle matters to your success. Read More

Many in sales use pipeline and forecast interchangeably. The reality is that not only are the two very different, but the way some pipelines are managed lead to continuously erroneous forecasts. Read More