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Great salespeople outperform other salespeople because they make a difference for their dream clients. They find a way to make their offering the very best offering. Read More

Speaking poorly about your competitor forces your dream client to go on the defensive. It forces them to defend their decision. This is the last thing you need. Read More

You call on a contact that is an obstacle and roadblock. Going over their head means you alienate a contact that will be crucial to your success. What now? Read More

Sometimes we believe that what we need to succeed is new leads, better leads, leads that would be easier to “get in.” You don’t need better leads. Read More

Let’s accept the statement at face value and remember that prospecting generally isn’t easy. Here are four ideas that can help you improve your ability to get in. Read More

I wish it had been me with such a flash of insight. But it was David Shenk in The Genius In All Of Us. He goes on to say, “Any ability is a process that involves building up skills. And we have to have the resources, right attitude, lots of things have to come together. They often don’t, even if Read More

It’s easy to do the sales tasks you enjoy. Being a more professional and more successful salesperson means doing what most needs done—and what you most often avoid. Read More

Your rituals are the behaviors that you commit to that have no end. It is their consistency and their endlessness that make them the driving force of your results. Read More

I’ve heard ‘em all. Every reason why creating and maintaining an e-Rep is a great idea, but not for me because…

* I’m too busy
* I don’t know what to blog about
* I’m no tech whiz
* It’s too complex
* It’s too hard to learn how
* I’m a sales pro, not a techo-geek
Read More

Do you have trouble getting started prospecting first thing in the morning? Are you distracted? Avoid distractions; don't check email first thing in the morning. Read More