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Sales static; Business static; Marketing static; Personal static. Read More

No matter what you sell, the core competency every sales person needs is the ability to build relationships. Whether you've got five minutes or five months, your capacity to build rapport with your prospects is critical, and that was the topic of our discussion with Kim Williams, Vice President of Sales at Pike's Home Maintenance. Read More

Joe is a successful district sales manager who could work in any industry and for any company. In fact, there are many Joe's in all companies. Each month Joe is put to the test with different sales reps he must coach to success. He must now coach a self doubter Read More

Cross-selling is one of the holy grails of professional services - but so few firms do it well. One of the key issues is that professions are simply not aware of what their colleagues in other service areas do - or if they are, they don't trust them enough to let them loose with their clients. Read More

The key things to keeping a sales cycle shorter is a clear plan for each stage of the cycle, the willingness to let opportunities go, and focusing on the buyers buy cycle. Read More

In a strong economy just showing up to play is enough to achieve your sales objectives. In today's economic environment sales leaders are facing sales force downsizing and poor sales rep morale. Sales reps are frustrated by longer sales cycles, dropping demand, unrealistic quotas, concerns about declining income and losing their jobs. The key t Read More

One of the easiest ways to optimize your sales cycle is to ensure it is alignd with the buyer's buy cycle. Read More

Important as motivating others is, an important part of nurturing success is by helping others to motivate themselves. The most successful people tend to be self motivated and driven and that comes from within... Read More

Marketing and sales has changed. This is a positive thing for progressive marketers and sales people, but it also offers up many challenges for those who are selling like it was 1999. Have a listen to today's sales podcast to find out the three key skills and tools necessary to engage today's consumer and client: Read More

Joe is a district sales manager who could work in any industry and for any company. In fact, there are many Joe's in all companies. Joe is just a shade away from being a great manager. Read More