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If something seems to work for others, but not for you, the smart choice is to try to learn and expand one's skills, not to go running around saying "I can't do this, so no one else can". I don't tell you to stop tweeting, please step aside, and let those who can and know how to, do their thing. Read More

The benefit of success means you may not have to do things you don’t like to do, but that does not mean that those thing don’t. Like cold calling, it still works even if you no longer do it. 8
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There is more to prospecting B2B customers than wishing and waiting for inbound calls. You need to take a broad approach to success, including picking up the phone and executing a quality call. Quality in more than just content, quality of execution. Read More

Starting from a position of plenty gives you choice in how you succeed and win in sales. Quality yes, but quantity is good too. Read More

Anything other than a yes, is “No”, including when they just want to think about it. Take steps to ensure that you only spend time with those willing to act, not just think. Read More

Hope is not a plan; and a plan without execution is just a good story. Plan your activities, execute and you will always have a good week. Read More

Every coin has two sides, so why do so many sales people focus only on one side of the pain/pleasure "coin" of sales. Ditch the pain, and focus on how you can help them achieve their objectives, be they grounded in negative or positive factors. Read More

If you are going to sell, sell like a pro, showing up just to say you've been, dose little for your company, your success, and just gets in the way of others who look at sales seriously. Play to win, or get our of the way. Read More

On a regular basis, you need to take an honest look at your pipeline and what is real, and what is just crap filler, clogging things up, and causing your pipeline to collapse under its own weight. Don't wait till you need a stent. Read More

Going it alone, especially when you don't have to, is less a sign of strength, but an unnecessary risk one really doesn't need to take. Read More