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If you are a new B2B salesperson, these 9 essential books will help you to build a foundation upon which to build a successful career in business-to-business sales. Read More

Readers of this blog have seen a lot about the indispensable value of metrics. First, ya’ gotta’ have a defined process. Then ya’ gotta’ measure it. That’s the only way to know if improvement has occurred or not, and at what rate. It’s the only way you can prove your dedication to continuous im Read More

Sales is a creative process that requires the sales professional to master the "science" in order to excel at the "art". You can only go so far by focusing strictly on the "art", true professionals continue to focus and improve the fundamentals, which then allows them to evolve the whole process a Read More

From time to time, you may come across an opportunity that requires attention from someone higher up the org chart for your dream client to give you a commitment. Read More

Manufacturing executives said it didn’t apply to them. (They were dead wrong.) Software development executives said it didn’t apply to them. (They were dead wrong.) Business & technology services executives said it didn’t apply to them. (They were dead wrong.) Sales executives, managers and profess Read More

You are entitled to succeed in sales if—and, and only if—you do what all that success requires (and then a little more). Read More

Anyone who has served as a sales manager knows how easy it is to get off track and find yourself reacting to circumstances and demands instead of proactively leading. The truth is that it’s impossible for the sales leader to help his people remain focused if he isn’t crystal clear about his own pri Read More

Simplicity is the ultimate sophistication. - - Leonardo da Vinci Next time you're looking for a cooler way to say Keep It Simple Stupid! Read More

No matter how you sources your leads, there does come a moment where you need to convert your call from an interruption to a conversation. How you do that is at time more crucial than where the opportunity originated. Read More

So, you want to sell? If you are going to pursue a career in sales, here are a few ideas you should consider as you begin to search for your first sales job. Read More