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Not one of us knows all we need to know. Not one of us has enough time to absorb all of the information and knowledge we need. Most of us also have the uncomfortable feeling that our competitors are learning faster than we are. What can we do about that? Read More

Listen to an in depth discussion on sales as it relates to local businesses. As well, an opportunity to download Focus' 2011 Trends Report: B2B Sales. Read More

The ease of winning your dream client in inversely related to how valuable they are to you. There isn’t a more difficult path than pursuing your dream clients. Read More

Make no mistake. There is a gap between your mind and your mouth. Neglect filling that gap before making the call or presentation and guarantee less than optimal results. Read More

Just because you have been around for some time does not allow you to slack and not execute the basics of sales. This attitude must be met head on by managers and addressed in a direct way. Read More

The C-level executive’s communication preferences are changing. As their preferences evolve, it’s important to remember that your preferences don’t count. Read More

Even if you are as gifted as a politician in answering tough questions or have been at the game for decades, planning your sales calls is still necessary. Read More

Lead nurturing is something sales people don't often think about, but the should. With their feedback, input and participation, the nurturing can continue right through the sales cycle and help them close faster. Read More

Regardless of the how or the why, ending someone’s employment isn’t easy--even when it is necessary. There are couple big principles that can make it easier for both you as the sales manager and easier for your sales person. Read More

We're all busy. We run from meeting to meeting, we're busy doing research, reports, working on social media.... The list can go on. No one suffers from a lack of activity---the key to sales productivity, though, is are we focusing on the right activities? Ideally, as sales people, we want to spend Read More