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As much as anything else, a salesperson’s client list is a measure of their effectiveness as a salesperson. It is also a measure of their confidence in their ability. High performing salespeople have the highest levels of skills in all of the skill sets that sales requires, and they have the confidence to sell and to win big deals. Read More

The next time you are faced with criticism, don’t be afraid to step up your efforts, and work that little bit harder, to prove your critics wrong. Read More

I have some ideas that will help you tap into new resources, find new leads, build credibility, and speed up your sales cycle! Are you using the news to help you increase sales? Read More

Despite the constant and exponential change occurring around us, the key to success in sales (or any endeavor) isn’t found in the shiny new ideas. Success is built on effectiveness, and effectiveness is built on improving the fundamentals and through devoting yourself to personal and professional growth. Read More

Do we really need to be told to remember to listen when we engage with people face to face at a networking function? How often do we have to practice our 7 second elevator pitch? Is this what networking is really all about? Read More

The same dissatisfaction that allows you to win clients exists in some part of your client base. Your key accounts, regardless of your long relationship, are always at risk. But these four behaviors do more to put your clients at risk than any external threat or competitor. Read More

Making mistakes in sales is not always the best, but it is human and happens. When they do, you have a real opportunity to create the right impression with the buyer in the way you respond and handle things. Done right, it could all be in your favour at the end. Read More

Much of what we encounter in sales is out of our control. But we can exercise control over ourselves, our behaviors, and our actions to make what is out of our control more likely to result in a deal. Read More

Have you seen the latest research identifying how customers find you? HubSpot posted this new chart based on a survey conducted by RainToday. It tells me we need to focus on developing four key areas... Read More

Here is an exhaustive list of what great salespeople do. Is anything missing from this list? Should anything be deleted from the list? Read More