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From time to time, you may come across an opportunity that requires attention from someone higher up the org chart for your dream client to give you a commitment. Read More

Manufacturing executives said it didn’t apply to them. (They were dead wrong.) Software development executives said it didn’t apply to them. (They were dead wrong.) Business & technology services executives said it didn’t apply to them. (They were dead wrong.) Sales executives, managers and profess Read More

You are entitled to succeed in sales if—and, and only if—you do what all that success requires (and then a little more). Read More

Anyone who has served as a sales manager knows how easy it is to get off track and find yourself reacting to circumstances and demands instead of proactively leading. The truth is that it’s impossible for the sales leader to help his people remain focused if he isn’t crystal clear about his own pri Read More

Simplicity is the ultimate sophistication. - - Leonardo da Vinci Next time you're looking for a cooler way to say Keep It Simple Stupid! Read More

No matter how you sources your leads, there does come a moment where you need to convert your call from an interruption to a conversation. How you do that is at time more crucial than where the opportunity originated. Read More

My daughter got me connected with Kiva a year or two ago. I continue to participate because I think their concept of how charitable donations should work is outstanding. It’s not a handout, it’s a loan; a micro-loan of $1,000 or so backed by individuals like me in $25 chunks. We make the loan ex Read More

Last week I received an email from a friend about my blog. He told me that the my blogging daily is too much and that it was hard for him to keep up. Read More

Today, our guest blogger Nigel Edelshain, looks at17 Pieces of Collateral Sales People Might Actually Use. From Testimonials to Sales 2.0 tools, all to help sales people execute better.
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For your sales manager, your sales force automation measures activity, manages the pipeline, and forecasts revenue. There are better reasons for you to use it. Read More