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A person's likeability factor is often referred to by people such as Simon Cowell when assessing contestants for TV shows like Pop Idol. While it might be a commonly used term, how many of us really understand what it means? How can you use your own L-factor to improve your sales performance? Read More

Ethical salespeople?! Quick! Someone call the Mythbusters! Read More

For many decades, perhaps the most successful client development strategy for both professional service firms and individual professionals has been one of focusing on a small number of high value clients. More recently, strategies have focused on building large "follower" lists - e.g. for email marketing purposes. Either strategy can work Read More

New book launch: A Lawyer's Guide to Creating a Marketing Habit in 21 Days. It's an excellent book - and for 48 hours you can get 34 free gifts when you buy it... Read More

More and more, it seems like people are not answering their phone. No matter how often or what time of day I call, they just aren't answering. When I call over and over again and never get an answer, it's like spinning my wheels. So I began thinking, “Am I really in control?” and “Am I really being more efficient?” I realize now, that if I'm going Read More

While tenders make very clear sense for some products, for others they are an abdication of leadership, an unneccesary process and expense that does not always lead to the right outcome. Read More

Your time in front of a prospective customer is extremely valuable. The hardest part of the sales process can sometimes be just getting quality time in front of the prospect to ask questions. When you get to this point, you definitely want to make the most of your opportunity. You never know, this might be your only chance to advance the sale. Read More

Which have you chosen? Fight? Or Flight? Read More

How do you handle defeat? Do you learn and modify your strategies? If you don't, you will repeat the same problems without a resolution. Read More

The easiest limits to over come are the ones reps and companies place on themselves. Read More