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While technology is important and continues to contribute to and improve B2B selling, it is not a replacement for the sales professional. True sales professionals can and do engage those who automation misses, which just happens to be the majority of the potential market. Read More

Salespeople love to complain that all the customer cares about is the price. When we don’t get a deal, we’re quick to point to our higher price as a major cause of defeat. My friend Anthony Iannarino has written extensively Read More

If Oprah can have a book club, why can’t we? I am inviting you to join me in a new venture: The Sales Blog Book Club. Read More

There are all kinds of ideas about why sales is broken. Selling is broken because of a lack of honesty and integrity. But not on the part of salespeople alone. Read More

Today’s guest Jeff Erramouspe discusses how sales and marketing need to and can come together around one process. Jeff outlines three ways marketing automation can help sales even after the handoff from marketing. Read More

Managing your time, your focus, your activities, and your outcomes is critical to making your number. Here are three places to focus to make your number. Read More

You need to understand that even if you aren’t interested in competing against your most ferocious competitors, they’re interested in competing with you. Read More

The internet has advanced prospecting, but there still remains the moment where you have to reach out and engage, “The Last Inch”. That moment still comes down to skill and direct interaction between buyer and seller. Read More

If you aren’t prospecting, there is a reason. Maybe you’re lazy, but I doubt it. Call reluctance kills. Get to the root of what’s causing your call reluctance. Read More

While targets and metrics are related, they are different. Having one without the other can lead to confusion and a lack of sales execution. Read More