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Knowing your first three questions going into a sales meeting is key to achieving what you want out of the meeting, this of course implies that you do know what you want out of the meeting. While experience goes a long way, planning and leveraging your playbook will take you much further Read More

Over the past month, I have had an ongoing dialogue with Tom Peters over Twitter. The content of our 140 character limited conversation has been the power of first impressions. Having decided that there is nothing that can be achieved in the short period of the seven seconds in which many judgments are formed, I decided to try to “go Mandela” and simply smile. This open letter to Tom Peters is my report and recommendation Read More

What's a disappointing retail selling experience look like? It looks like this. Let's put an end to trite selling forever Read More

It is always challenging to interview salespeople and to determine whether or not they have the abilities necessary to sell. This hiring guide might help you indentify your next sales superstar, or prevent a serious hiring mistake. If you already sell, answering these questions can help you identify the skills you need to develop Read More

We are often consumed by visions of success or greatness. And what that takes is often deceiving because movies and writers only like to showcase the exciting parts of winning—the SportsCenter highlights or the six months before the big sale or IPO.

I think about my friend Chris Brogan (@chrisbrogan) when he talks about his 10+ years of .. Read More

It's challenging to get prospects to return your calls. Here are nine reasons why they might not be calling you back Read More

I’ve recently been visiting Social Media Examiner quite a bit. From what I can tell the magazine holds a lot of promise, already holding a solid 20k+ feed subscribers and having most articles hit in the hundreds of ReTweets Read More

I really like these Honda videos.

I picked out a list of my favorite inspirational one liners…

What ideas will you take from this video to help you achieve greatness Read More

There is a point to diminishing returns in how successfully you can grow while streamlining or shrinking resources, especially in sales organizations. If shrink too far to achieve productivity, you risk impacting the client experience and the ability for the sales force to meet both company and client expectations Read More

Blog post offering a step by step guide to creating successful marketing emails that communicate directly with customers Read More