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Until your dream client has enough time and experience, they aren’t easily swayed by your honest assessment of their constraints and the true cost of results. Read More

Perhaps it’s not politically correct to talk about the role of power in business. We all know, however, that dealing with and wielding power is a day-to-day reality for sales reps. Read More

Even in a fast paced, turned on world, there are still advantages to taking the time to elaborate things. It's more than avoiding short cuts, it is about winning over buyers. Read More

The power to make a decision is getting spread of a greater number of decision-makers and stakeholders. Collecting buying committee relationships is necessary. Read More

There is a reason to write effective language that is every bit as important achieving the outcome of your sales interactions; that reason is confidence. Read More

In this week's guest post, Marlene Chism, looks things you can do to Stop Drama at your business. March being Stop Your Drama month, the specific action discussed could pay dividends year round.
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To succeed in sales, you can’t quit. You can never give up. You have to fire every weapon and you have to play all four quarters. But there are lots of things you can quit to produce better sales results. Read More

Have you ever said something during an internal company meeting and when you’re done think that maybe you actually said something worthwhile? Maybe even pretty darned good? Maybe something that can be packaged and used to help everybody sell better-cheaper-faster? Read More

You have been trained to differentiate yourself and your offering. You don’t have to work in sales long to run up against: You are all the same. Read More

Do you have enough time? Does any sales rep have enough time to get it all done? And how about our customers? How many of them have enough time? How often are they just too darn busy to meet with us? Maybe even more significant, how about the whole network of decision influencers within each o Read More