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Dave Brock is smart guy. If you’re in sales, you’ll find consistent value and solid thinking in his blog. Most times I nod in agreement while reading his stuff. Most times it broadens and deepens my own understanding of an issue. His recent Should Sales People Be Blogging? post though… Gave me Read More

Questions are not only great for involving buyers in the process, but they can help in dealing with the competition too. The right question left in the right place with a buyer can go a long way in keeping the competition at bay. Read More

When a salesperson leaves their job and sales to pursue a job that is not in sales, you know that you made a serious hiring mistake. Read More

Many of the great achievements of the world were accomplished by tired and discouraged men who kept on working   - - Unknowns Yet another perspective on the power of persistence! Read More

The man in this picture above is fishing. I snapped the picture while standing outside my car. It is about 4 degrees Fahrenheit, and this small lake is frozen over. Personally, I can’t think of anything I would like to do less than stand on the ice and fish. But, there are lessons to be learned eve Read More

Clients are demanding. They want what they want. Sometimes it feels as if they expect everything to be perfect. They don’t. But they do have expectations. Read More

Price is not just an issue in new sales, but with existing accounts as well. A challenge many sales people face is selling a price increase in a soft market. Read More

You may not know it, but your sales manager knows when you are working and when you aren’t. And, she doesn’t need to look at your activity reports. Read More

It's happened to me again... A whole chunk of my knowledge about sales and marketing just got blown up; has become utterly obsolete. I'm specifically talking about radio. Read More

To succeed in sales, you have to know the outcome that you want from the actions you are taking, and you have to have a single-minded focus on achieving that outcome Read More