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Readers of this blog have seen a lot about the indispensable value of metrics. First, ya’ gotta’ have a defined process. Then ya’ gotta’ measure it. That’s the only way to know if improvement has occurred or not, and at what rate. It’s the only way you can prove your dedication to continuous im Read More

Sales is a creative process that requires the sales professional to master the "science" in order to excel at the "art". You can only go so far by focusing strictly on the "art", true professionals continue to focus and improve the fundamentals, which then allows them to evolve the whole process a Read More

Manufacturing executives said it didn’t apply to them. (They were dead wrong.) Software development executives said it didn’t apply to them. (They were dead wrong.) Business & technology services executives said it didn’t apply to them. (They were dead wrong.) Sales executives, managers and profess Read More

You are entitled to succeed in sales if—and, and only if—you do what all that success requires (and then a little more). Read More

Simplicity is the ultimate sophistication. - - Leonardo da Vinci Next time you're looking for a cooler way to say Keep It Simple Stupid! Read More

No matter how you sources your leads, there does come a moment where you need to convert your call from an interruption to a conversation. How you do that is at time more crucial than where the opportunity originated. Read More

My daughter got me connected with Kiva a year or two ago. I continue to participate because I think their concept of how charitable donations should work is outstanding. It’s not a handout, it’s a loan; a micro-loan of $1,000 or so backed by individuals like me in $25 chunks. We make the loan ex Read More

Last week I received an email from a friend about my blog. He told me that the my blogging daily is too much and that it was hard for him to keep up. Read More

Before we get carried away with the new tools of social selling, like LinkedIn, Facebook, Twitter, let’s take little step backwards and answer a few questions. Read More

Today, our guest blogger Nigel Edelshain, looks at17 Pieces of Collateral Sales People Might Actually Use. From Testimonials to Sales 2.0 tools, all to help sales people execute better.
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