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The only way to know what you didn't know is to go out and do it. Read More

Selling in the summer is not only easy but fun, people are more relaxed, open and willing to talk. This offers a great opportunity to set things up for after Labour Day now, rather than waiting like others may. Read More

This formula is an effective framework for handling many types of prospect objections. Read More

Sales Management 2.0 just released a new site feature called The Lead Engine. It's a Twitter enabled CRM with integrated social media features. Designed to assist sales people from moving from "sales calls" to "social calls". Read More

Some experts spend too much time creating new rules where they are not needed. Just sell. Read More

I recently had the opportunity to join Joe and Mike on the SalesRoundup Podcast. Checkout the rundown of all the things we talked about during the podcast— then press the play button at the bottom of the post to listen to the show! Read More

nterest in Linkedin from lawyers, accountants and other professionals has taken off recently. And it makes sense. Despite the hype over Twitter and Facebook, Linkedin offers the greatest opportunity for professionals to make connections that lead to business. Never one to skip jumping on a bandwagon, here are my top 10 Linkedin tips for pro Read More

If you can focus your teams on being more proactive in one area, they will not only be more productive, but will extend to all their work areas, increasing their productivity further. This piece discusses one specific. Read More

I often notice managers and executives frown upon sales people who sell solely on price. The sales rep gets into a situation where... Read More

I love great food. I love to eat it, cook it, serve it, talk about it, and read about it. Dining at an excellent restaurant is one of my favorite pastimes. What does this have to do with selling, you ask? Read More