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Your dream clients worry. Right before they are ready to choose and commit, the doubts start to pile up. Winning means addressing these concerns. Read More

Innumerate: Unable to understand and use numbers in a calculation.

No, this isn’t your new-word-of-the-day podcast. Its a wake-up call. Innumeracy is rapidly and relentlessly reducing the relevance of one set of professionals after another. Are sales professionals next??? Read More

A look at a great new tool for access quality Canadian B2B leads. See how you pinpoint leads and manage budget and still be able to drive your prospecting activities. Read More

“It takes twenty years to become an overnight success.” – Isidore Iskowitz (better known as Eddie Cantor)

You learn stuff as you get older. One of the things I’ve learned is that cliches are cliches for a reason. For the most part, they’re true! “Take it one day at a time.” “All work and Read More

A short story about the power of thank you notes and attaching your business cards therein. Make nurturing personal. Read More

Don’t coast out the last 3 weeks of the year. Instead, use it to do something to make a positive impact on this year’s sales results and next year’s. Read More

Rumours of death of the sales professional have been greatly exaggerated! There is no doubt that web 2.0 and social selling is changing the seller - buyer dynamics; but don't overlook the ability of the sales professional to evolve, and the need that smart buyers continue to have for that same sal Read More

too many sales organizations rely too heavily on retention, and leave themselves vulnerable to losing enough revenue to have an awful year. Read More

The differences between B2B and B2C are much smaller than most would have you believe. Success in both comes down to understanding and delivering to the buyers' requirements. Read More

“Talent is God given. Be humble. Fame is man-given. Be grateful. Conceit is self-given. Be careful.” — John Wooden

No additional commentary from me required. Read More