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Leads have much more value than most sales reps will acknowledge. They would rather move on to new leads than to the things needed to maximize the opportunity presented by good leads over time. Read More

Yesterday’s post on competitiveness in salespeople brought three comments, all of which require more than a response in the comments section under the original post. Ponder these thoughtful comments. Then act accordingly and fight like Hell. Read More

Think American Idol is just for kids? Think again! Here are three important business lessons you should have learned while watching American Idol. Read More

I have often been an advocate of increasing incentive pay and lowing base pay for salespeople in the B2C space. But increasing the portion of income that can be derived from commission won't work for all types of sellers. Read More

Competitiveness has come to been seen as a negative characteristic. It isn’t. Sales is a zero sum game. The best salespeople have a competitive nature that allows them to believe that they can win and motivates them to take actions in line with those beliefs. Read More

Contrary to some opinions, closed ended questions have value in sales. As with any question, it's more an issue of proper use, at the proper time, for a specific objective. Read More

Your success in sales also depends upon your ability to change, to grow, to evolve, and to adapt. This constant growth and changing is what allows you to continually create value for your company and it’s clients. The game of sales has changed. To succeed in sales now you need more than sales acumen. Read More

We have all heard the infamous sales mantra–ABC, Always Be Closing. But what about Openings? This is the essential question Anthony Iannarino, of The Sales Blog asks, what’s more important the opener or the closer? Read More

I’ve met Seth Godin only once in person. I attended one of his personal jam sessions (my term, not his) in New York. He changes you.

Not everyone gets that opportunity. However, I think Linchpin comes the closest to having your own personal jam session with Seth Godin Read More

FriendFeed is a powerful aggregator of social media. What really makes it interesting is that it is an aggregator of others aggregations. That means you potentially get the best of everyone else’s social media monitoring.

What does that mean? Simply put the best of social media monitoring–aggregation and pretty good noise filtration. Read More