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Want respect? Be somebody worth calling back. Be somebody worth showing up on time to meet. Remember, you are the one selling and act accordingly. Read More

A pipeline has to reflect more than just opportunities, beyond names, actions, strategies and tactics, it needs to reflect your attitude. It's all part of execution! Read More

Is the quality of sales and marketing suffering at the expense of quantity? Balancing automation and metrics with customer centricity is the challenge of the decade. The quality of business relationships have become limited by volume-induced time constraint.

Henry Ford’s assembly line that deliv Read More

The examples of e-Rep power and sales effectiveness just keep on coming.  Listen to this story about how a totally off-topic sales call turned into a win.  Read More

You won’t always know and understand your dream client’s business. If you don’t know what you need to know, ask for an education. Read More

Yes, I know it's a cliche, but it's always better to take action than it is to just think about taking action.  Another case in point... Read More

Sales process does not have to be complex, it just has to work. Perhaps a binary approach based on activities completed with the desired results is the best approach. Read More

There are some important things to keep in mind when calling on C-level executives. Here are some ideas about scripts and some things to keep in mind. Read More

Ignoring the objection and moving past it is the fast track to alienating your dream client and the surest way not to gain the commitment you sought. Read More

In the old cowboy movies, the heroes wear white cowboy hats and the villains wear black cowboy hats. Your team is wearing white hats. Even when they struggle. Read More