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Why do you keep spending money on sales training? Every year you invest in programs to improve your reps’ skills but over and over again you see diminished returns. Will you be budgeting the same amount of dollars as you did last year? Read More

Without fail when I talk about E-Rep and the use of social media in B2B sales the, “I don’t have the time,” issues comes up. Ughhh… Are you kidding me? Read More

In sales next steps are key to both winning deals and shortening your sales cycle, and to achieve your next step you need to both plan and execute your plan. But too many sales people confuse a plan with a real next step, which is often the reason for losing deals, or having a longer cycle. Read More

Having the right ENTREPRENEURIAL MINDSET about using other people's money is your best protection against doing a you’re-gonna-regret-it-later financing deal. Read how to get it here... Read More

The trouble with sales reports is that they are autopsies. And an autopsy has never been known to bring the body back to life. Read More

Your honesty, your integrity, and your transparency, when they are differentiators, are perhaps the most valuable differentiators you have. Read More

Whether you respond to the RFP on your desk or not, here are some of the reasons the RFP process is unhealthy. For you and for your dream client. Read More

Creating healthy competition is a great way to lift the team and individuals at the same time. One great way to create competition over and above money is to post up to date results on a Leader Board. Read More

“A man with one watch knows what time it is; a man with two watches is never quite sure.” – Mark Twain

Yes, metrics are essential. BUT, make sure you’re sure what they’re telling you! Read More

Selling is not a religious thing, you need to mix and match based on the circumstance. Rather than fixating on one type of selling, continue to integrate and evolve to meet all opportunities.

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