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Tools are great and should be used by all in sales, but as a complement to skills and effort, not as a replacement. Read More

You know that your old clients and contacts are your best sources of new business and referrals. You've even got a pretty good “little black book” of names — people who already know, like and trust you. People who could be good sources of referrals or even new work with their companies. But there's a problem. You're hesitating. You haven' Read More

With thanks to the late Elisabeth Kübler-Ross, I now present my "Five Stages of Grief During New Sales Script Role-Outs." Read More

At times the difference between winning and not is how badly you want the deal. Read More

It is easy to hide behind small differences, but it is more productive to make small changes to you sales approach. Read More

To achieve a desired sales outcome, using the correct words is crucial. Read More

People often say, “It's all about building relationships.” The concept is one of those things you often hear about, but rarely get an explanation of what it means. I think a lot of people— whether they know it or not— are confused by the whole thing. Who really knows what it means? If you ask... Read More

In sales we often hear, "it doesn't work", well the good news is that most of the time it does if you put it to practice. Read More

Frustrated by all the objections your prospects are throwing at you? Maybe you need a fresh perspective. This episode of the Sales Management 2.0 podcast will help you work through the objections of your prospects in a dignified and professional way. Enjoy! Read More

So what if you are a sales manager, and you want to make your weekly sales meetings more productive and more relevant? Read More