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On which group should the sales representative focus his or her efforts? Read More

Thinking of selling your business some day? Take time to watch this short, well-done video by John Warrillow on the 7 steps involved. It will give you a 30,000 foot high overview of the process that covers all the major steps. John speaks from experience because he sold Warrillow & Co. to a NASDAQ listed company in 2008 after 12 years of savvy cu Read More

Sales is the most important part of any business, period. Why then, do so many entrepreneurs and small business owners avoid selling, and what can they do to overcome that tendency? Sales trainer Jerry Kennedy joins My Podcast Harmony host Darlene V. to discuss how you, the entrepreneur, can get excited about sales. Read More

Winning deals means you have demonstrated superior and differentiated value to the customer in their terms. Why do we insist on delivering generic value propositions? Read More

Sales people will tell you the thing they hate most about cold calling are the objections and rejections. Fair enough, so what can you do about that and still win new prospects, find out. Read More

A short TV discussion on the role of the sales process, execution, and sales recruitment in a successful small business Read More

Wondering how you can use social media tools like Twitter and Facebook to increase your sales? Listen to this episode of the Sales Management 2.0 podcast with guest Alejandro Reyes to identify the social media strategies that can lead you to greater success in your sales career. Read More

I have a great strategy for exceeding your quarterly goals. Perfect it, and you'll beat your goals quarter after quarter— year after year! Read More

Any good business coach will tell you that a written business plan is critical to your success. So why do the majority of small businesses and entrepreneurs not have one? Read More

To sell or not to sell? At times sellers have to make the hard choice: do they sell a solution the client insists on even while know that it is not the right solution? Or do they make the sale and fulfill their mandate to their company? Or is selling their only or real mandate? Choose! Read More