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Salespeople open relationships. Opening relationships is built upon the ability to prospect. Follow these steps to improve your prospecting results. Read More

If you've done your homework, presenting a solution that exactly fits your prospects needs is a cinch. Here's how to do it. Read More

I just finished up the latest book in the Jason Bourne series, Bourne Deception. I love the action and intrigue of a good spy thriller. It pulls me back to my early days in the intelligence community…

Okay, maybe not quite the same–I never had to kill quite so many people to accomplish my objectives. However, it did get my creative thoughts going ... Read More

This article looks at the changes in pharma in 2010. The reality is that most of the changes are cosmetic and don't address the systemic issues. Read More

Listening to the radio helped me understand a couple of sales basics. When you see how others use time and value to sell their products you get an understanding of how they impact your approach. Read More

There are those who say the old school style of selling is dead, “The way we sell has changed.” Then there are those who remind us to “get back to basics.”

You could say that both view points are valid… but how do you know when the basics are still the basics, or...
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Monitoring your brand online and in social media has become a no brainer. However, if you are neglecting your niche keywords and competitor brands you are letting opportunity fall out of your sales funnel.

Here are a few examples of a great Michigan brand, Steelcase monitoring social media for sales. Read More

Before you can make an effective sales presentation, you need to know how your prospect makes decisions. How can you find out? Pay attention! Read More

When I start working with a company and their sales force, it doesn't take long to identify which salespeople have a real passion for their customer, for their product, and for the sales activity. These are the individuals who have a superior drive to achieve, a sparkle in their selling eye, and a true love of their customers and their product or company. Is it just me, or are there fewer of thes Read More

Real influence, the real ability to persuade others, is based on the foundational attributes of success. They aren’t tactical, and they are what make you someone worth listening to. Build on these two points to build influence and persuade others. Read More