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Part 2 of 3 for Building a Championship Pipeline: Sales people get pulled in many different directions. From lead generation on the front end, to closing the deal on the back end, there is a lot to do! Throughout the process, you must be committed to adding new opportunities to your pipeline. The following is a list of things I do to continu Read More

Love it or hate it, cold calling is here to stay. But is it right for your company and should your sales staff be the ones 'dialing for dollars'? Read how to figure out what will work best in your situation. Read More

The vast majority of salespeople working today don't want to be high pressure sellers. In fact, some have a fear of using pressure to gain sales and avoid assertive, professional selling techniques because of their hyper-sensitivity to high pressure selling. Read More

The final article in a series of 28 articles on sales effectiveness based on the principles outlined in David Kilcullen's 28 Articles for Counterinsurgency. Read More

Call it lies, misleading or what have you, you can prevent being mislead by using basic questions and follow through routines to quantify opportunities and prospect. Read More

“The Inconvenient Truce”, a A Masterclass designed for the times and the time of year, as you are closing off the dreaded 2009, and contemplating sales in the Post Lehman Brothers era. This Masterclass, hosted by yours truly, is a whimsical attempt to cut through the noise, and help you borrow the best of all worlds, allow you to create your own Read More

What do you say when you reach your client's voice mail? The Queen of Cold Calling Shares her tips for bypassing voice mail, to reach your prospect, directly. Read More

Number 25 of 28 articles on sales effectiveness based on Kilcullen's 28 Articles for Counterinsurgency. Read More

Most sellers acknowledge that what they are fighting is the status quo, unfortunately their selling approach just confirms their sameness to the buyer. To overcome sameness, you need to sell differently. Read More

We are in mid-November, one week away from Thanksgiving, and it seems like nobody is answering the phone. Decision makers are dragging their feet, going quiet for days, and sometimes weeks at a time. It's driving us crazy! Right? Here is a list of four things we can do right now to ensure our success... Read More