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Metrics not only help in improving specific sales skills, but in measuring the actual time an activity requires. Too often sales people over allocate time to activities they don't like. Read More

Too many people leave their life’s direction and meaning to others. You are the CEO of your life. It’s a lot of responsibility (one with a short tenure, too). Read More

Many sales managers serve the business before the sales force. By serving the company first, they neglect the one asset they have to produce results: the sales force. Read More

We waste too much time trying to fast forward to solutions. The real action in the sales process--and the buying process, for that matter--is in the diagnosis. Read More

The first time a “You won a $1,000,000” showed up in my mailbox, my sales and marketing mind was piqued. Opening this treasure revealed I had not won anything yet and might only win a car or digital clock with a shortwave radio that doesn’t work. The pitch unfolded to a litany of stuff Read More

While sales and customers are changing, and sales people need to evolve to stay relevant, it is too optimistic to suggest that REAL sales professionals will be extinct soon. Craig looks at things impacting sales and what you sales professionals should do in response. Read More

The persistence that your dream client will later value when applied to the outcomes you promised can sometimes damage relationships. How to know where the line is. Read More

Dreamland Interactive, a business partner of The YPS Group, took a major step in its ability to deliver e-Rep content development services. Their new radio studio in Atlanta, GA was specifically designed to support business talk radio and help clients solve the prospecting problem. Read More

Even though you want to focus on obtaining the future commitment you need, that outcome comes through your focus on the sales interaction you are now engaged in. Read More

Congratulations! All of your homework and follow up has paid off! You landed the first meeting with your prospect. Join us and learn how to not just stay inside, but move through your sales process with Gary S. Hart. Read More