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Dirty databases kill morale. It’s so difficult to reach decision makers these days. More than ever, sales success is dependent on our ability to be more efficient. If you are like most sales people, you are working through a combination of various leads lists, and those who are wise, are managing their most targeted contacts through a CRM.

Most sales roles require high activity to achieve q Read More

Bill Rice recalls the late 1990s and the first several years of the 21st century, when lead-gen campaigns on the Web turned acquiring sales leads into a volume game. “Leads were plentiful and a 1% to 2% conversion rate was considered successful,” said Rice, chief sales officer of Kaleidico, which provides software for b-to-b sales. Read More

The term “trusted advisor” used to mean that the salesperson had the business acumen to help their clients achieve better outcomes. It has now come to mean something less; namely, the false idea that trusted advisors don’t sell. Read More

Practical advice about how you can best stand up, stand out, and be vital to those you need to get passionately excited about what you have to offer – your customers. Read more... Read More

Wallowing in regret for the past and anxiety for the future is the path to mediocrity in sales. The secret to true success lies in the ability to remain present, to live firmly in the now. Read More

The more you sell and the better salesman you become, the more you get to brag, the greater your reputation, the more you sell, and on it goes... Read More

If your sales are not what you want them to be (or what you need them to be), know that the outcomes that you are now getting are the result of who you are and the actions that you are taking. If you want your results to change, then you have to change. Read More

How is this possible? How are Chris Brogan and Jason Falls beating Oglivy Interactive, BBDO, Campbell-Ewald and the like for big-time interactive marketing and social media clients. How is Jeremiah Owyang and Altimeter Group beating Forrester and Gartner? Read More

If you want to become a truly great salesperson, focus on the differentiations that make you and your product unique. Remember that YOU are Nature's greatest miracle! Read More

Some lead from the front and some lead from behind. If you want to lead your team to great results, you can't do it from behind a desk or spreadsheet. Read More