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How to nurture a relationship with a potential referral partner so that you are the one they recommend when asked. Read More

Sometime the worst enemy a sales rep has is his big mouth. Read More

A new metaphor for lead management - the author suggests we forget about "pipeline" and think of lead generation/qualification as a waterfall. Read More

One of the best U.S. Presidents, in my opinion, was James K. Polk. Polk serves not only as a model for presidential greatness, but also for anyone trying to achieve success in their own life. Perhaps no other president, other than possibly Lincoln, accomplished so much in four years. Read More

If you don't know what they are, how can you expect your customers to know? Read More

Objections aren't something to be "overcome" according to the author. He suggests that sellers work their way through objections by clarifying them. Furthermore, if conditions are met by the seller, he has to know that he'll end up with an agreement. Read More

Personal branding, a cool video, business quotes, and more. Read More

Podcast with Karl Goldfield and Jeb Blount Read More

I have deemed it so! Will you join me? Read More

This video podcast explains one key to achieving remarkable sales success. Read More