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Have had a bit of a busy spurt lately, contributing to other publications and blogs. Here are three recent pieces that have appeared beyond The Pipeline, in magazines and blogs worth visiting. Read More

Two of the most remarkable mistakes that salespeople (and lots of other people) make are giving up too soon and not having an active patience. Read More

In order to ensure a fast and solid Q1, you need to make sure that you are leveraging closable opportunities. One area often overlooked by many is re-engaging deals that ended in "no decision" in the last nine months. Read More

It’s easy to see the sales process as linear and horizontal. But there are points in the sales process where there the sales process needs to be illustrated as being both horizontal and vertical. Read More

People need to better appreciate that their country's stock & commodity exchanges are hugely important macro-economic mechanisms for efficient resource allocation that help insure their continued prosperity and sovereignty - NOT something that should be open to foreign control. Read More

The idea of “Pull” as applied to the sales process is very counter-intuitive at first. And realize, by the way, that to really make it sing, you first need a “perfect process,” which of course none of us has. So it’s not a silver bullet. It is, however, a dramatically different way to look at yo Read More

Every day brings opportunities to make the observations and to discover the changes that can improve your future performance—if you take the time and make the effort. Read More

Sales can evoke so many passions, and can be executed in a passionate way. So why not look at what there is to love about your chosen profession. Read More

There is only one sustainable advantage that creates a long-lasting edge. That edge is your non-stop, never-ending, continual and continuous personal development. Read More

In B2B and major account sales, there are few opening moves that create a strategic advantage and the possibility of winning. That move is discovery and diagnosis. Read More