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There is a difference between a check close and a real and meaningful dialogue. The difference is your intentions. Read More

I am a relationships guy. Having friends is a wonderful thing, and today, with their help, I have you surrounded. Read More

In this week's guest post by Dan Waldschmidt, Dan looks at why and how we've become a generation of retarded under-performing sales semi-professionals. But don't let the title full you, Dan delivers some fresh insights worth taking on. Read More

We are sometimes guilty of believing that because we have generated results for other clients with a solution, that it is right for our next dream client. Read More

It’s very easy to forget sometimes, that the folks who support our sales efforts have a whole lot of knowledge and skill. This episode of the Sales Thinker Radio Show explores a few of the things they have to offer. Read More

Some things you can't make up, you just have to experience them. Some will do anything to avoid prospecting. Read More

Enough with the working smarter. You are smart enough to succeed. Trying harder in sales sometimes means you simply have to work harder. Blasphemy? I know. Read More

Recently published research suggests that the average tenure of a sales manager is now just eighteen months! These are pretty alarming findings, and during the course of this sixty minute debate, we not only intend to discover the facts underpinning theses results, but also discuss how management i Read More

Customers are a demanding bunch. They have to be because of the intensity of the competition they face and the fact that their customers are just as demanding. It puts a sales pro who genuinely cares about the customer in an odd situation because…

They don’t care about you. They don’t care about Read More

Instead of spending far too much time watching the basketball tournament (and setting up a bad Q2-2011), set up your own Dream Client March Madness. Read More