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There is nothing more annoying than putting effort in a prospect to then end up following up with no effect, but procrastinating and delaying is detrimental to both the seller and the buyer as it wastes time. You may not notice it but you are expending energy that could be saved quite easily. Read More

The difference between good selling and bad selling in some ways comes down to your objectives and how well they are aligned with those of the client. Read More

An interesting post discussing some of the psychological aspects of self defeating behavior, and how to get your salespeople to do the right thing. Valuable for managers. Read More

Cold calling is described in heroic terms: beating a path to the prized customer; crossing the many obstacles and walls of protection to find the elusive buyer; wrangling and competing against the many other sales people pursuing the same prize. After breathless battle and hard work the sales person... Read More

Control destroys relationships. Control blinds you to opportunities. Control shuts down your inner voice. Control is driven by your ego's need to serve itself. Control is an illusion you cling to primarily to alleviate your fears. Great leaders give up the need to control, come to terms with their own egos, and dedicate themselves to helping oth Read More

Today's focus is on listening. A big part of being good at all the steps in the sales process has to do with listening and being totally present. I have put together (in PDF format) a brief self-assessment on listening for you to complete. A big part of being a successful communicator is self-awareness. Take time during and after this assessment Read More

Want to help end the recession? Jerry Kennedy suggests a shift in your perspective and a change in the way you process the information coming at you from all around. Read More

We all know apples are good for us. Read More

Have you ever been at a trade show or out and about, and wanted to take a credit card order from a customer? This new portable (very small) credit card terminal from Inuit allows you to do that. As this review points out Read More

Leading is something you do from the front, not from locked away in a hotel with a new plan. Read More