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It’s very easy to forget sometimes, that the folks who support our sales efforts have a whole lot of knowledge and skill. This episode of the Sales Thinker Radio Show explores a few of the things they have to offer. Read More

Some things you can't make up, you just have to experience them. Some will do anything to avoid prospecting. Read More

How can you animate your blog? With animals, of course. This may or may not be an approach you want to follow; it is one of many ways to add a little colour to your blog. Read More

Implementing something new, be it KPI's, CRM, or sales process is good, but it is not the same as successfully executing. To do that you have to create and Execute an objective based plan with measurables and deadline. Read More

Enough with the working smarter. You are smart enough to succeed. Trying harder in sales sometimes means you simply have to work harder. Blasphemy? I know. Read More

The make or break moment to successfully starting a new business often happens at the very beginning, before the fledgeling company has even gotten off the ground. At this precarious stage, success is determined by what the prospective entrepreneur knows and how prepared he or she is going into the Read More

Customers are a demanding bunch. They have to be because of the intensity of the competition they face and the fact that their customers are just as demanding. It puts a sales pro who genuinely cares about the customer in an odd situation because…

They don’t care about you. They don’t care about Read More

Instead of spending far too much time watching the basketball tournament (and setting up a bad Q2-2011), set up your own Dream Client March Madness. Read More

Until your dream client has enough time and experience, they aren’t easily swayed by your honest assessment of their constraints and the true cost of results. Read More

Perhaps it’s not politically correct to talk about the role of power in business. We all know, however, that dealing with and wielding power is a day-to-day reality for sales reps. Read More