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Differentiating between activities is key to success in sales. My article dealing with the difference between Implementation and Execution, was selected as article of the month by Top 10 Sales Article.com. Read More

I have no idea whether the law of attraction really works, but I know the law of repulsion works with a flawless and predictable certainty. Read More

Achieving trust in sales is key, and while it may take time to solidify, there is a lot that can be achieved early in the relation to facilitate it and create something you can build on. Read More

If your life isn’t what you want it to be, maybe it’s time to scratch this script and start on your rewrite while there is still time. Read More

Listening and responding are the essence of conversation. Quietly sandwiched between the two is understanding, for if one does not understand what they are listening to, the response is empty and vain.

Knowing the definition of the pen does not impart understanding of how and why it is Read More

It is especially provocative to believe that you can call on people and companies that don’t already buy what you sell—but that you believe should buy what you sell. Read More

You know the price of success is not that high, especially sales success. On the week of May 9th - 13th, you can take in the 2011 Sales & Marketing Success Conference, the largest on-line conference of it sort, all for the cost is $5, price of a cup of coffee; heck at that price you can have both, Read More

If you don’t care deeply that your customers are made better by what you sell them, then you aren’t going to be a great salesperson—even if you make money. Read More

This week's Joanne Black discusses three specific myths that prevent sales people from closing more deals. Joanne looks at how to avoid trappings that can waste time and clog your funnel, costing you opportunities, time and money. Read More

This Easter brought back memories of walking behind our 3 year old daughter, pulling eggs out her Easter basket, and placing them out in front of her to be picked up again. That only worked only once. Everyone is tired of sales calls, sales presentations, and marketing using this failing strategy Read More