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Steve did a good job selling. But he could have done a great job. Read More

A clearly defined sales process is key to success in B2B sales, but many organizations either do not have one or lack the discipline to adhere to the one they have. Doing so is not really a Mystery, it just takes leadership, accountability and will. Read More

So you'd like to see better results? If that's what you really want, I have two words for you: keep moving! Goals, targets and the proper mindset will get you a long way down the road, but without the actions to support them, at the end of the day all you'll be is frustrated. Read More

Sales is a field where you often see people move up the ladder very quickly. Creating winning teams begins with the manager. Let's look at this from two perspectives— Read More

Today's daily discipline is Prospecting. There are many types of prospecting and we will focus on several approaches over the next few days. Today's focus is on in-person or one-on-one prospecting. Tomorrow I will be giving the top prospector $500 worth of my personal time, coaching one-on-one via telephone or in person if you are located nearby. Read More

And interview with Skip Anderson on Twitinterviews.com Read More

What is at the core of your current sales process? Is it working for you? Read More

On the 3rd of March, I published this post “Need Sales Training, Let's Sit Down and Talk About it” It was a rough transcript of a phone call I took from an Irish Sales Director. He was inquiring about sales training for his sales team and insisting that I send him a proposal and price - he did not want to meet up. I refused as I didn't feel tha Read More

In sales - I fully believe that rugged individualism trumps collectivism when it comes to being successful. Read More

Want a sure fire way to stay motivated and moving forward? Choose optimism! Even though most of us think optimism is a characteristic we're born with, the truth is it's a choice we make every minute of every day. Read More