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The persistence that your dream client will later value when applied to the outcomes you promised can sometimes damage relationships. How to know where the line is. Read More

Dreamland Interactive, a business partner of The YPS Group, took a major step in its ability to deliver e-Rep content development services. Their new radio studio in Atlanta, GA was specifically designed to support business talk radio and help clients solve the prospecting problem. Read More

Even though you want to focus on obtaining the future commitment you need, that outcome comes through your focus on the sales interaction you are now engaged in. Read More

Congratulations! All of your homework and follow up has paid off! You landed the first meeting with your prospect. Join us and learn how to not just stay inside, but move through your sales process with Gary S. Hart. Read More

Managing time is a waste, allocating time and managing activities is great. What you have to ensure is that you allocate time to ALL important and obvious activities, not just some. Read More

Some salespeople resist buying the company line. They resist buying the hype. They question motives. Their cynicism is a recipe for mediocrity. And it's contagious.
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For a huge website (ecommerce, directory, etc.) with many variations of the same product or service, whether by location or by brand, the effort to work individually on each one would be monumental. Read More

The way to build referrals and referenceable clients is to win dream clients and then to perform for them. You must do work worth sharing with others. Read More

While it is important for a sales person to advocate for the client, they have to sell to the client. Too many sales people spend time and energy selling the deal to their managers instead of the buyer. Read More

If you have trouble coming up with a couple of posts a week, I believe that one of two things is true (or perhaps both are true). Read More