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When cross-cultural challenges effect international sales, remember that we all respond to stories. When prospective clients hear a story where they can identify themselves, this usually brings questions to the surface and opens the dialog. Read More

The fine line between real Customer Service and just service is what differentiates great companies from good, and get Customers to leave the service companies. Read More

I hate it when this happens. Read More

I've been thinking a lot about how the economy— summer time— and various other challenges have been affecting sales people and their attitude lately. It seems like decision makers are either already on vacation, or they are overwhelmed with completing projects just before going on vacation. Then there are those who are just plain dragging their Read More

Do you want to increase your sales performance? Read More

Cross-cultural communication barriers can impact international sales. One best practice is to invest in a glossary. A good glossary builds credibility and trust. Read More

Have you noticed how we have less time to do everything? Decision makers in companies have less time and less patience so using up what little time you have by going on about your company or what you do is probably a bad idea. Some even have purchasing managers who are there to solve this problem... which poses a problem for the sales guy. How do Read More

While pipeline management sounds good as a concept, does it really help you with execution and overall sales results? Read More

My sense is that it's becoming less trendy to talk about the Law of attraction lately. Perhaps it's becoming a bit passe. I'd like to propose a new law that we should embrace Read More

When it comes to recruiting new salespeople, many hiring managers are at a loss for how to uncover what really makes the candidates they interview tick. Read More