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Selling should not be scary for either the buyer or the seller. People just need to apply themselves a bit more and be sellers, rather than just dress up as sellers. Read More

Your dream client hasn’t heard of your company, and your company name isn’t widely recognized. Guess what? It’s not what is important. Read More

when hiring sales reps it is important to interview based on actual experience rather than just the individual's outlook or views. Be sure to develop questions that not only validate the person's experience, but also demonstrate how they use their experience to learn and evolve. Read More

Success in sales is found through the execution of the fundamentals. But many salespeople believe success is found elsewhere, seeking it through shortcuts, gimmicks, tips, tricks, and secrets.

If the fundamentals are so easy, why then do we fail to apply them in our sales? Read More

Why save your best performance for the boardroom when you could make every sales call a memorable performance? Read More

When you consider the 80/20 rule in sales, what is a key difference between the two groups. Top of the list is that the 20% driving the sales are more proactive than reactive in their approach. Read More

Here are five of the unhealthiest, doom-spelling beliefs and five better beliefs with which you can replace them. Read More

Our executive team attended Verne Harnish’s Gazelles Fortune Growth Summit this week. My favorite session was led by Liz Wiseman, former head of Oracle University and author of the book Multipliers. The simple and profound conclusion from Mulitpliers is that there are basically two types of leaders Read More

If you want to maximize the value you generate from having acquired your new dream client, then maximize the value you create for them. Read More

Everyone seems to agree wit the old statement: "Nothing happens until a sale is made". So why do "experts", seem to overlook sales and it's role in small business success? Read More