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As with voice mail, e-mail is not going away and sellers will need to learn to deal with. This video looks at some fundamentals that will lead to improved results using e-mail as a prospecting tool. Read More

For a long time, I have kept a list of required reading for business-to-business salespeople. Trust-based Selling will join that list, and in a very high position.

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By far, the most challenging part of the sales process is getting the ball rolling – generating enough initial interest to establish a legitimate opportunity and nail down a mutual follow-up plan. So how does Trade Show Radio stack up in that regard? Well, in two days last week my partner and I: Read More

Differentiating between activities is key to success in sales. My article dealing with the difference between Implementation and Execution, was selected as article of the month by Top 10 Sales Article.com. Read More

I have no idea whether the law of attraction really works, but I know the law of repulsion works with a flawless and predictable certainty. Read More

If your life isn’t what you want it to be, maybe it’s time to scratch this script and start on your rewrite while there is still time. Read More

Listening and responding are the essence of conversation. Quietly sandwiched between the two is understanding, for if one does not understand what they are listening to, the response is empty and vain.

Knowing the definition of the pen does not impart understanding of how and why it is Read More

You know the price of success is not that high, especially sales success. On the week of May 9th - 13th, you can take in the 2011 Sales & Marketing Success Conference, the largest on-line conference of it sort, all for the cost is $5, price of a cup of coffee; heck at that price you can have both, Read More

If you don’t care deeply that your customers are made better by what you sell them, then you aren’t going to be a great salesperson—even if you make money. Read More

This week's Joanne Black discusses three specific myths that prevent sales people from closing more deals. Joanne looks at how to avoid trappings that can waste time and clog your funnel, costing you opportunities, time and money. Read More