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This is primarily a sales training issue, but once trained, it becomes a sales management and coaching issue. Read More

No matter what the conditions, a company can't shrink it's way to success, nor can a seller succeed with a shrinking pipeline. Read More

I'm tired of making lemonade when life gives me lemons. Reality: making lemonade with lemons is so passé. Geez, the world is full of lemonade-makers who had been given lemons. Read More

Sofas, comfy chairs, soft lighting, attractive surroundings - all in the name of a nice cup of coffee for their clients. but what can you learn from the coffee shops? Read More

Voice mail is here to stay, so instead of trying to beat it, why not use it to your advantage. Here a couple of simple ways. Read More

What if we changed the way we looked at Sales Productivity. Rather than focusing on sales related activities, let's look at non-sales related activities. It's likely we'll find tremendous time drains in those areas that can improve sales productivity. Read More

While we may not be sure that the economy is here or there, it is always a good time to invest time and a little money in your own success, here three great ways to take charge of your success. Read More

I had a reader send me an email with the following scenario and question— “I've identified a sales lead. The CEO of the fulfillment firm and the COO of the company I referred are engaged and talking. There's a good chance this lead will result in new business for the fulfillment company. My fault for not negotiating a referral fee upfront. I do ha Read More

Great actors, great athletes, great chefs, great musicians, and great salespeople usually make their performances look easy. But behind that facade are the mechanics of their professions fueling the next scene, the next quarter, the next course, the next movement, and the next sales interaction. Read More

I was recently asked to summarize the what marketers must know about social media marketing by Jay Levinson. I was about to answer him when he added a stipulation in, in 3 points, only 3 summarize what marketers must know about social media. I thought I would share with you what I shared with him: 1. It's a conversation — As marketers in the Read More