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If, as a sales pro, you're solving only the easy problems, YOU have a problem. Top execs are working on the toughest of issues. Shouldn't that be your focus as well? Solve the tough problem! Read More

Salespeople that work for small firms know how to fight above their weight class. Those who work for giant organizations need to remember how and why they lose. Read More

Studio 54’s Steven Rubell’s exclusive hand selection of guests from the waiting throngs was an old marketing ploy that he made it famous. First in were high-profile celebrities like Michael Jackson, Mick Jagger, Halston, Mikhail Baryshnikov, and Salvador Dali.

If you were lucky enough Read More

Cold calling is not the easiest of most fun activity at the best of times; here are three things you can do to take some of the edge off a needed task. Read More

The curse of short-term goals is that they work against long-term goals and long-term relationships. The price is too high for business and individual salespeople. Read More

Business acumen is a critical skill to help sales organizations meet their sales objectives. Here are 5 common pitfalls to avoid. Read More

Great salespeople outperform other salespeople because they make a difference for their dream clients. They find a way to make their offering the very best offering. Read More

Speaking poorly about your competitor forces your dream client to go on the defensive. It forces them to defend their decision. This is the last thing you need. Read More

More sales books, blog posts, and articles are published monthly than all the material available when my sales career began in 1971. Finding the gems can be daunting, so I was fortunate to find “Lead, Sell, or Get Out of the Way.” Read More

You call on a contact that is an obstacle and roadblock. Going over their head means you alienate a contact that will be crucial to your success. What now? Read More