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There is no business that is worth taking if it costs you your honesty and your integrity. It is difficult to walk away from deals that require you to violate your honesty and integrity, but it is even more difficult to live with what it means about you as a salesperson Read More

There some basics that every sales person needs to master, one is being able to articulate why people buy from you. Most sales people resort to marketing babble rather than delivering a concise statement that really speaks to and is meaningful to the buyer Read More

Sales like other professions should require continuous development. Unfortunately many sales people do not invest sufficient time in their development, and as a result do not reach their full economic potential. Organizations also lack the conviction to continuously invest in their most important asset, their revenue engine Read More

Are you using Twitter in your sales process?

My guess is that many of you are. It’s hard isn’t it? You want thousands of followers to give you the sales leverage of large numbers, but you want to deliver a very personal experience to prospects and clients.

My suggestion (secret)? Twitter Lists Read More

Selling isn’t about manipulation. It isn’t about tips, tricks, secrets or gimmicks. Success in sales is built on caring enough to help other people achieve the outcomes that they need to succeed Read More

Prospecting requires an iron discipline. It is easy to let your prospecting efforts suffer, especially when you have won the big deals to meet your personal and company targets and goals. But disaster strikes without warning, and it is far better to dig your well before you are thirsty than is to wait until you are desperate Read More

A mentor once taught me, “Sometimes you just have to let things play out.” The message immediately clicked with me. It ranks among the best pieces of leadership advice I have ever received.. Read More

A sales manger has many things balance in their role, key being a balance in coaching and managing, skills training should not be one. As in sports, you have the team coach, and has trainer specially selected to help him/her Read More

Nothing mentioned here is new, or breaking new ground. It's not "Sales 2.0". There's no new sales magic here, no stunning new concepts. It's often said that sales is a "numbers game." But you'll only win the numbers game if you earn the right numbers Read More

People always talk about networking, building connections, follow-up, etc. Check out this step-by-step formula for building a powerful business network Read More