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Not everyone can bring an unconventional view to sales, but for those who can think differently, see things differently, not only are there more rewards, but more fun executing the sale. Read More

Sales people need to embrace the power of 'nothing', instead of jumping to answer everything, they need to consider if 'nothing' would be a better alternative! Read More

Prospects can smell desperation 10 miles away, and it causes them to run the other way. So how can you avoid despeartion in your sales process? Simple: ask yourself "Why?" Read More

What is the biggest challenge you are currently facing when you are cold calling and prospecting over the phone? Starting RIGHT NOW, I'm running a contest to help YOU improve your cold calling strategies and tactics! Read More

When customers succeed at prematurely ending the sales interaction, the result is no sales. To change the results, increase your Read More

Is sales training something a VP of Sales should deliver personally, be part of his strategic outlook to be delivered by another resource (either internal or external)? Read More

What kind of recovery should we expect now from the Great Recession? This is a key business question of interest to business leaders everywhere. What do you think? To find out what one group of senior business leaders and consultants thought as of September 22, 2009, read this article. Read More

What is the number one reason you lost that sale? Is it issues handling objections, you just don't know how to close, can't keep their attention, lack of follow up? Wrong. Read More

Feeling stalled out and overwhelmed by all the little tasks that need to be done but that you hate doing? Too many distractions disguised as work killing your motivation? There's a simple answer for the entrepreneur: learn to delegate! Read More

We don't have anything to pitch, but we need to meet with our customers. What do we talk to them about? We focus so much on pitching, we have not developed our skills in understanding the customer and their needs. How do we walk into customers with a blank pad of paper and a few questions. Read More