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Great salespeople have the ability to create high-level rapport with their prospects and their clients. Great salespeople have the ability to connect on a very human level. This rapport is built upon the salesperson’s empathy and their emotional intelligence. Here are 5 ways you can improve your empathy and emotional intelligence. Read More

How would you describe culture in one word? Here are some great definitions of culture taken from Cross-Cultural Twitter Interviews of cross-cultural and international people on Twitter Read More

Sales is about creating positive outcomes for others. In order to create these positive outcomes for others, the salesperson has to have both the desire and the ability to do so. Take these actions to demonstrate that you care! Read More

As a sales professional you should be thinking ahead to get ahead of situations. This may not always be easy, but it does yield better results than excuses as to why you didn't. Read More

The better the quality of the questions you ask, that faster you'll get the No you seek. This clears the way for getting to Yes later! Read More

Determination is an essential attribute of great salespeople, allowing them to succeed where others fail. Determination allows the professional salesperson to persist in their efforts to acquire new clients and to succeed in delivering the outcomes they have promised. Take these actions to develop your ability to persevere. Read More

Even though I lived outside of Minnesota at the time, the matter of principle kicked in, and I spent a lot more money getting to the courthouse in Duluth, Minnesota for my court appearance than the ticket would have cost me. And did I mention the attorney I hired to get me out of this ticket? But principle is like that. Read More

Are you looking to push big sales growth this year like so many others? Well, to avoid the disappointment of missed expectations, you best make sure your offering’s fundamentals have and will keep pace with your marketplace’s evolving reality because relying on old assumptions and guesswork won’t deliver the revenue result sought. Here’s why and what to do. Read More

Call my goofy, but American Idol is one of my favorite shows of all time. I’ve always been drawn to people with talent, big dreams, and high aspirations. I enjoy the Olympics for many of the same reasons. It’s inspiring to watch people on their quest to be the best in the world!

In both cases, there is a common theme that stands out above all else… Read More

If you want to get an honest answer from your prospects, try being honest yourself. State your intention from the beginning, and let them know you'd rather hear No than Maybe. Read More