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There are all kinds of ideas as to how to manage the client relationships from target to close. One tool is a simple stakeholder analysis. Here is a short course. Read More

Business Acumen has been identified by sales leaders as the critical sales skill in order to compete and win in the new era of leaner and meaner sales forces. Read More

Hey, Sales Pro!

Do you:

* Wait around for the marketing department to create content for you?
* Consider blogging a poor use of your time?
* Ignore the selling punch of video – you personally creating sales videos that sell?

I humbly suggest that’s crazy!!! Read More

Encouragement is the power tool of leadership. Our credibility comes from our deeds and the time we invest, not our words. When we encourage people, they will excel beyond their capabilities and in turn encourage others.
Read More

Here are some ideas as to how you can find the power sponsors within your dream client companies and how you can open those relationships. Read More

Make every performance a chance to practice and learn with an eye towards improving. You can make every sales interaction an opportunity to improve. Read More

Declining sales has forced the industry to reduce the number of sales reps but has also created the need to better focus on customer needs. Read More

Cold calls are a part of sales no matter what. training is what makes a cold call effective instead of being a crank call. Read More

To keep your clients out of harms way and out of the “at risk” column, deal with their dissatisfaction and engage the obstacles to create a healthier relationship. Read More

Five heavyweight vendors publically vying for the same customer is a rare, riveting event. Selling is a courtship of suitors with competitive sportsmanship that includes incidental contact and ends with only one vendor standing. Last weekend, someone researching marketing automation solutions for t Read More