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Salespeople are all the time having to make decisions where they lack 100% of the facts. In my opinion, a big BIG part of effective selling is making great decisions with less than all the facts. You see the net result of listening to these “chase at all costs” preachers is just that - It's all cost. It will cost you time, it will cost you your Read More

With longer sales cycles, we need to do more to disqualify and manage opportunities to ensure we can close revenue in 2009. Clogged pipelines choke opportunities and lead to bad forecasts Read More

“My new software application is getting rave reviews from the people who use it, but I'm having trouble making sales. What can I do to convince more prospects to buy? Read More

An article written 10 years ago exploring the issues faced by companies using sales forecasts appears to be echoed today by many companies. Is it possible that business hasn't evolved that much in a decade? Read More

Want to learn how to be a HERO of the economy? Find out what HERO Selling is all about and become a part of the HEROic Mission to rescue the world from the evil recession! Read More

Yes, silent problems were an integral component as to GM & Chrysler's demise. After all, silent problems eventually become Without Warning Events, which can derail almost any organization for a period of time. Read More

Find out what questions you can ask yourself to move past the basics of goals and timelines. Another continuation on pipeline management. Read More

What does it take to get people to listen every time you call? Cut through the clatter and sales rhetoric. Stop pushing a pitch and start speaking the language of opportunity. In this episode Karl will share the vocabulary that will empower you to engage with your prospects. Read More

Don't waste time in pursuing the leads that do not lead anywhere Read More

How you get referrals depends on how you spark referrals and initiate the conversation. Read More