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Managing time is a waste, allocating time and managing activities is great. What you have to ensure is that you allocate time to ALL important and obvious activities, not just some. Read More

Some salespeople resist buying the company line. They resist buying the hype. They question motives. Their cynicism is a recipe for mediocrity. And it's contagious.
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The way to build referrals and referenceable clients is to win dream clients and then to perform for them. You must do work worth sharing with others. Read More

While it is important for a sales person to advocate for the client, they have to sell to the client. Too many sales people spend time and energy selling the deal to their managers instead of the buyer. Read More

If you have trouble coming up with a couple of posts a week, I believe that one of two things is true (or perhaps both are true). Read More

Every now and then I come across something that instantly makes me stop whining about my challenges and troubles. Makes me feel like a jerk for complaining about things. Read More

The most widely accepted definition of a qualified sales opportunity is a decision maker with a budget to purchase a product or service. But are all sales opportunities equal? Are identical offerings to two different buyers equal in value to the sales rep? Read More

Selling well means obtaining commitments. They include the post-sale commitments that would allow your solution to succeed in producing the results that you sold. Read More

Here’s the chronology:

* 11/25/04 – Initial telephone contact with company president
* 12/17/04 – The one and only face-to-face meeting (…with the president mainly, plus a brief conversation with the founder)
* 12/21/04 – Original proposal for a Sales Excellence Council
* 01/1 Read More

It is not often you have a chance to give and take at the same time and have everyone benefit. Here is your chance to learn from 35 of the world's leading sales experts in world's largest online sales conference, with all the proceeds going the relief effort for the victims of Japan's devastating Read More