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It seems clear that Clean Tech is a really 'hot' sector today. But how much growth potential is there for companies with mid-sized or better ambitions? And can such companies get financing? Read More

In many ways, questions are at the heart of the selling process. Great sellers ask great questions. Mediocre sellers don't. Here are 25 great sales questions. While not perfect for every selling scenario, each is perfect at Read More

Most of us are thinking about how thankful we are this time of year. I searched to find some of the greatest thoughts and ideas ever shared on gratitude— Albert Schweitzer teaches us to be grateful for those who inspire us— Meister Eckhart puts gratitude in perspective with two simple words— David Steindl-Rast reminds us to enjoy our current achie Read More

Am I incorrect, or does it seem like some, even many, who make their living selling are not thirsty for knowledge, are not sufficiently curious about their customers, are not passionate about learning how to improve? Am I wrong? Read More

The new business mantra is adapt or die. Growth is no longer enough! Read More

First impressions go a long way in sales, casual is casual, and B2B sales is not casual. Command the respect you deserve by looking the part of a pro. Read More

A short piece on the outsized results of reading. Read More

Your choice of language can help determine the outcome of a sales interaction with your prospect. Read More

Part 2 of 3 for Building a Championship Pipeline: Sales people get pulled in many different directions. From lead generation on the front end, to closing the deal on the back end, there is a lot to do! Throughout the process, you must be committed to adding new opportunities to your pipeline. The following is a list of things I do to continu Read More

Love it or hate it, cold calling is here to stay. But is it right for your company and should your sales staff be the ones 'dialing for dollars'? Read how to figure out what will work best in your situation. Read More