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When the right metrics are captured and used well, they are powerful. Here are six metrics that you aren’t tracking, but predict your performance. Read More

This month’s topic on Sales Bloggers Union is: “Do we sell based on the way we buy?” It’s an interesting question, but the more interesting question is to we treat the people we are selling to in the very same that we would want to be treated were we buying?

Would you, selling the way you sell n Read More

Paul McCord presents a practical step by step guide to busting your sales slump. The great thing about the book is not only the clear direction given for each step, but that you don't have to be in a slump to benefit from the book. Read More

Whatever you have achieved, you have done so with an enormous supporting cast. Have you said thank you? Have you done so lately? Read More

“Full Service!” “Total Solution!” “We handle everything!” “We are a customer focused company!” Virtually always, statements like these are a load of hooey. Read More

There is no law that states that client meeting have to be conducted sitting down in an office or boardroom. Get up, walk around, take a tour of the facilities, let discovery come to you. Read More

The most dangerous lie that salespeople tell themselves (and anybody who will listen) is that they lost their dream client opportunity on price. Read More

It is only natural that a team reflects the characteristics of their leader. The risk with that is they will also reflect their bad habits. Read More

Nicholas Negroponte, Director of the renowned MIT Media Lab, a frequent contributor to Wired, wrote a book titled “Being Digital” in 1995. His basic premise is that atoms (physical things) will be rapidly converted to bits (binary streams of data) and distributed over high-speed packet networks (th Read More

In order to grow in sales you need to evolve your game, approach and outlook. Challenge yourself every day to do something different or new. Read More