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With all the talk about sales process, the question of who needs to have one and who doesn't came up. The answer is that all sales organizations, big - small; solution sellers - transactional sales, all benefit from having a process in place. Read More

My colleague Todd Schnick is a smart guy. While I can’t lay claim to thinking up the “14 arrows” I talk about in today’s podcast, I sure as heck can use them to generate marketing muscle! If you want to read about them, check Dreamland Interactive. Read More

Let me first state a few aspects of my opinion about sales forecasts:

* They are the only rational basis for setting the priority of items on your ToDo list
* They are therefore indispensably essential
* They must be updated continuously; by every sales rep, manager and executive
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Combining tasks that have different outcomes destroys your ability tto achieve your goals. Separating the tasks that you routinely combine will improve your results. Read More

Results are great, but they are the end of the process, and can only serve as lessons for the next cycle if results were short. Leveraging and managing leading indicators allow you to get ahead of the curve and drive results. Read More

Some of the major problems in producing results in sales are due to problems of synchronization. Without synchronization, you lack the relationships that you need. Read More

There is a lot going on in the world of professional selling right now; what lives under the trends, are far more important to your long-term success in sales. Read More

This week's guest post by Linda Beck looks at the importance of Emotional Intelligence. Linda examines the role it plays in an organizations success, but how to manage and leverage it in sales. Read More

Marlene Chism author of Stop Workplace Drama, discuss the impact of drama on the workplace. Discover the key factors affecting productivity as a result of drama in the workplace. Read More

There are lots of currents in the sales game, any of which can sweep you away if you let them. Without personal goals and strong action, you drift. Read More