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You must respect your competition, but that doesn’t mean you have to fear them. Your competition is human, and that means that, even though may have certain skills or advantages, they can be beaten. Read More

Selling is a lot like driving, you have to maintain flow while dealing with a host of expected and unexpected element. How you deal with these will determine of you arrive safely at your destination, a satisfied customer. Read More

Small-business owners often can gain an edge on larger competitors with cost-efficient and creative marketing strategies. Call it guerrilla marketing -- achieving conventional goals with unconventional methods.

The free social-media site Twitter has become one of the most popular weapons in the Read More

Succeeding means knowing when you need to apply the science of sales, and knowing when you need to exercise the art. Read More

As a huge football fan who makes his living leading a sales organization, I am truly intrigued with the news today of the Patriots trading away Randy Moss. I follow the NFL, drive to work listening to Mike and Mike Read More

In sales, as in all things worth doing, finishing and follow through are key. Once you execute, you need to review, assess and make adjustments so you can continue to evolve with market and continue to be successful. Read More

The best salesperson isn’t one who wins a contest. The best salesperson is the one who wins by creating a situation where they win without a contest. Read More

In sales, process, planning and skill are absolute necessities. But yo need talent to kick in when those things are challenged and winning come down to drawing on experience and spontaneity. Read More

A salesperson with low sales activity wants to cram to make up for lost time. Instead of getting results, they end up spinning their wheels. Read More

Sales is a blood sport. It is a zero sum game. Because this is true, it is easy to lose sight of your one true strategic objective in sales. Read More