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Being effective in sales requires proper planning and effective use of information. This post goes into the pre-planning and execution in terms of effectively leveraging information in the sales process. Read More

A detailed look at what respondents said their to ways of winning in sales are given the current state in 2009. Read More

Feedback from sales professionals on what actions to take make the most pf the last 3 quarters of 2009. Read More

Niall chronicles a debate between Skip Anderson and another sales trainer on SalesPractice.com Read More

In this podcast episode Skip Anderson explains his 10 steps to customer engagement. listening to this will help you to connect better with customers and close more deals, while maintaining, your integrity. Read More

Connecting the dots for your prospects helps them move comfortably through the sales process. Read More

Selling services to large companies can often feel like you're “wading through treacle”. Progress is slow at best, and it often feels like you've taken one step forwards only to take two steps back. Often the challenge is not the company itself, or even their slow decision-making processes - it's the professional's lack of knowledge of how deci Read More

Qualifying is always encouraged but quantifying rally brings the sales cream to the top. Read More

Now that we have been at this bad or new economy for a while it is time to embrace The New Normal. Read More

Which product is better is not determined by the salesperson. Read More