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Most sellers acknowledge that what they are fighting is the status quo, unfortunately their selling approach just confirms their sameness to the buyer. To overcome sameness, you need to sell differently. Read More

We are in mid-November, one week away from Thanksgiving, and it seems like nobody is answering the phone. Decision makers are dragging their feet, going quiet for days, and sometimes weeks at a time. It's driving us crazy! Right? Here is a list of four things we can do right now to ensure our success... Read More

AllBusiness and Top Sales Experts want to honor the top-performing salespeople who deliver results in today's competitive market. You can help make that happen. Read More

Post 21 in a series of 28 on sales effectiveness based on Kilcullen's 28 Articles for Counterinsurgency. Read More

As “no decisions” grow, it makes sense to be prepared by analyzing them along with wins and losses in order to be able to get ahead of these prospect and decide the best course, including walking away and investing time and resources in other opportunities. Read More

Should sales people be measured and compensated on when the customer says yes, or when the deal revenue recognizes? Read More

During the next three weeks I'm going to share a three part series with you. We'll focus on building a championship pipeline! Part 1 of 3 begins with— Read More

Number 20 in a series of 28 posts on sales effectiveness based on Kilcullen's original 28 articles on counterinsurgency. Read More

Sometimes my personal life as a husband collides with my professional life as a sales trainer and consultant. Here's a great example. Read More

Everyone in business has at list minimal understanding of their market, but do you really understand yours? Read More