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They're having a bad day. Or they're rushed. Or they're just naturally pissy people. If you work in sales, you've met them before. They're pissy prospects. Read More

Twitter looks like a foreign language and Facebook intimidates you with its features. You signed up for these social networking sites but you are stumped — how can these sites actually help your company? Social networking sites are easy to navigate, yet they look confusing to new account users. The following tricks will take the mystery out of Read More

It's funny how people say they don't like something before they even try doing it. Our attitude and outlook does shape our actions and success. Read More

Here are five ways of Determining if you have Great Sales Coaches: Read More

Companies who are looking to drive sales performance need not look further than their sales management team. Read More

Most motivational videos are trite or over the top. But not these, they're Read More

It seems strangely ironic that my post on pitching should coincide with the death of TV pitchman Billy Mays. Pitching is not always the most appropriate sales approach - but when the time is right, you need to know the skills of the old-time pitchmen to succeed. Read More

This week we see a number of ways people on either side of the sales equation choose to play with the facts. As well a rep who can't help but pitch every chance he gets. Read More

So you've been developing these bad sales habits for 17 years...now what? Read More

In the current economic climate, many professional firms are facing the challenge of bringing in new business in a very short space of time — for example, to replace the lost revenue of a major client who has stopped buying, or to “fill the gap” when engagements are delayed. In some cases it's a “do or die” situation — they need to chalk up new sa Read More