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Despite the developments in technology and other sales tools, success usually comes down to how proactive you are in selling. All too many sales people use tools and silver bullets to mask their reactive approach; they just can’t mask their results. Read More

It’s easy to understand that tools don’t give you improvements outside of sales. Why is it difficult to resist the new tools when it comes to sales effectiveness? Read More

To sell effectively, you need to know some things. You have to be super smart. But you never have to prove you are the smartest guy in the room. Read More

It’s painful to know that another salesperson beat you for the opportunity. Sometimes, however, it shouldn’t be painful to have lost at all. Read More

This week's guest looks at the benefits of saying no as a way to separate the buyers from the lookers. Saying no helps create an environment where buyers who are serious will make a case as to why they should buy, allowing you to capitalize on time and opportunities. Read More

We all know it’s a lot easier to sell something to someone who has bought from us before. Knowing this, I habitually make a personal contact with 5 past customers during the first month of every quarter. (By the way, that’s one terrific best practice. For me, the 20 per year is perfect. For you Read More

Serious decisions require a lot of information. They also require a lot more than information. Some things about buying haven’t changed, and aren’t likely to change. Read More

Bill Gates recently gave a speech at a High School about eleven (11) things they did not and will not learn in school. These lessons are at least as valuable in business as in other areas of life. Read More

Part two in the series, in this webnar we build out on tactics relating to triggers and events. In this webinar, we look at how to extend the basics allowing you to engage before the event. Read More

Any recommendations that would violate the building of trust, that indicate that you lack integrity, or that prove that you are dishonest is simply awful advice. Read More