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The vast majority of salespeople working today don't want to be high pressure sellers. In fact, some have a fear of using pressure to gain sales and avoid assertive, professional selling techniques because of their hyper-sensitivity to high pressure selling. Read More

The final article in a series of 28 articles on sales effectiveness based on the principles outlined in David Kilcullen's 28 Articles for Counterinsurgency. Read More

Call it lies, misleading or what have you, you can prevent being mislead by using basic questions and follow through routines to quantify opportunities and prospect. Read More

What do you say when you reach your client's voice mail? The Queen of Cold Calling Shares her tips for bypassing voice mail, to reach your prospect, directly. Read More

Number 25 of 28 articles on sales effectiveness based on Kilcullen's 28 Articles for Counterinsurgency. Read More

Most sellers acknowledge that what they are fighting is the status quo, unfortunately their selling approach just confirms their sameness to the buyer. To overcome sameness, you need to sell differently. Read More

We are in mid-November, one week away from Thanksgiving, and it seems like nobody is answering the phone. Decision makers are dragging their feet, going quiet for days, and sometimes weeks at a time. It's driving us crazy! Right? Here is a list of four things we can do right now to ensure our success... Read More

AllBusiness and Top Sales Experts want to honor the top-performing salespeople who deliver results in today's competitive market. You can help make that happen. Read More

Post 21 in a series of 28 on sales effectiveness based on Kilcullen's 28 Articles for Counterinsurgency. Read More

As “no decisions” grow, it makes sense to be prepared by analyzing them along with wins and losses in order to be able to get ahead of these prospect and decide the best course, including walking away and investing time and resources in other opportunities. Read More