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Just a laugh to start Q4. Read More

Will your business be one of the 56% that fail within the first five years? That will depend a lot on whether you can overcome your fear of selling... Read More

We hear it all the time, “You have have to build value.” Ok— I get that— but how? Most people think that building value is dependent upon statements the sales person makes. Strategic word tracks and value based concepts are important coming from the seller, but what if we could get these value building ideas coming from the buyer... Read More

Not everyone can bring an unconventional view to sales, but for those who can think differently, see things differently, not only are there more rewards, but more fun executing the sale. Read More

Sales people need to embrace the power of 'nothing', instead of jumping to answer everything, they need to consider if 'nothing' would be a better alternative! Read More

Prospects can smell desperation 10 miles away, and it causes them to run the other way. So how can you avoid despeartion in your sales process? Simple: ask yourself "Why?" Read More

What is the biggest challenge you are currently facing when you are cold calling and prospecting over the phone? Starting RIGHT NOW, I'm running a contest to help YOU improve your cold calling strategies and tactics! Read More

When customers succeed at prematurely ending the sales interaction, the result is no sales. To change the results, increase your Read More

Is sales training something a VP of Sales should deliver personally, be part of his strategic outlook to be delivered by another resource (either internal or external)? Read More

Feeling stalled out and overwhelmed by all the little tasks that need to be done but that you hate doing? Too many distractions disguised as work killing your motivation? There's a simple answer for the entrepreneur: learn to delegate! Read More