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There are other virtues that great salespeople possess, in addition to honesty and integrity, which lead to a high level of excellence and effectiveness. Read More

“The secret of success in life is for a man to be ready for his opportunity when it comes.” – Benjamin Disraeli

…and according to Murphy’s Law, that big opportunity will always come by at an incredibly inopportune time. Read More

To succeed in sales management, you must lead your sales force instead of managing it. To succeed, your sales force must choose to follow you. Read More

When you are fortunate enough to win, you must be humble in victory, respecting your competitor. When you lose, you must be gracious in defeat. Read More

Why do you keep spending money on sales training? Every year you invest in programs to improve your reps’ skills but over and over again you see diminished returns. Will you be budgeting the same amount of dollars as you did last year? Read More

Without fail when I talk about E-Rep and the use of social media in B2B sales the, “I don’t have the time,” issues comes up. Ughhh… Are you kidding me? Read More

In sales next steps are key to both winning deals and shortening your sales cycle, and to achieve your next step you need to both plan and execute your plan. But too many sales people confuse a plan with a real next step, which is often the reason for losing deals, or having a longer cycle. Read More

Having the right ENTREPRENEURIAL MINDSET about using other people's money is your best protection against doing a you’re-gonna-regret-it-later financing deal. Read how to get it here... Read More

The trouble with sales reports is that they are autopsies. And an autopsy has never been known to bring the body back to life. Read More

There are a lot of great sales systems out there, all with one common weakness: lack of execution. In sales if it is not executed, it's just talk. Read More