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Having looked at the sales process, and whether all companies need one, the question then turns to the basics. Where do you start to build and implement it, and who ultimately in the organization owns it. Read More

When you find your dream client, they don’t always know that they are dissatisfied. Sometimes you have to help your dream client become dissatisfied first. Read More

Here's a little motivation for anyone who sees an 800-gorilla standing in their way. You can beat that gorilla! Read More

The internet has far more mass than any other form of mass media. Fine. I get it. Everybody gets it. It’s beside the point! Read More

It’s not your fault. You didn’t do anything to cause it. The waters were poisoned way before you got here. Other morons messed it up for us and we get to live with the consequences. Prospects (buyers) have an automatic, Read More

Yes, you can build your business with only dream clients. In fact, if you are going to build a business, you are going to do so by serving your dream clients. Read More

Some sales people spend to much time rationalizing the outcome and not enough effort in contributing to it. At times the difference between good and great is the lack excuses. Read More

Problems don’t age well. It’s your job to keep the train on the tracks, and ignoring the problems isn’t a good long-term plan for succeeding wildly in sales. Read More

The question as to the ethics of cold calling is fascinating.I believe you have an ethical obligation to make cold calls in the pursuit of your dream client. Read More

We have been directing our sales managers to spend more time in the field with their reps this year. I am always surprised at how much anxiety they have about these ride alongs, or coaching visits. Reps are understandably nervous the first few times a manager spends the day with them, but after t Read More