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Sometimes the best approach to improving sales with a certain group of prospects is to tell them to buy. This group of prospects tend to be followers, not leaders. They are pleasers. They are easily confused. They often tend towards being Read More

Suggested reading. Read More

Coaching is one of those words that tends to lace everyday language at work but I wonder how many people who are supposed to be doing it actually know what it means or what it takes to be a good coach? Read More

Are you thinking about downsizing your sales force. How can you lead your sales organization through this transition? Read More

New Federal Trade Commission guidelines regarding the use of customer testimonials and endorsements in advertising will start December 1, 2009. Read More

Many sales organizations and managers seem to accept the status quo the 80/20 rule brings. While it is very much prevalent, it can be overcome, but for many it is somehow easier to live with it than challenge it. Read More

You can't expect to get the sale 100% of the time. Sometimes the sale is lost to conditions beyond your control. But it does help to understand more about those deals that slip through your fingers when they just may have been saved by foresight and a little more training. Read More

The second in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on Closer vs. Opener. Read More

The first in a series of 10 posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed (according to the common wisdom), and the 10 opposing ideas that are also essential to succeeding in B2B sales. Read More

There is a lot of debate about cold calling, who, when, if, why. But at the end, I don't see how you can be in B2B sales and be successful without cold calling. Tony Johnston poses some good questions, but at the end, it is part of the trade no matter who is involved. Have your say. Read More