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If you are going to succeed in sales, you are going to have to sell inside your own organization. This means you need to do your homework, just like you would to sell outside Read More

Sometimes you miss achieving the outcomes that you need to advance your opportunity with your dream client. If you need a do-over, ask for a do-over. Don’t go without what you need to win or to succeed Read More

Having a sales process is not like having a piece of art that you can hang on the wall, admire, show your friends as it gains value. If it does not get executed, it have no value, and is likely costing you sales and good people Read More

There is a never-ending supply of charlatans that insist that cold calling is dead. They recommend a collection of other methods that they claim are more effective than cold calling called “Anything But Cold Calling. Read More

You don't want to be like everybody else. It's time to stand out and be noticed! This article will help you do that Read More

Taking advantage of the hottest opportunities in your pipeline produces sales results. But greater results are produced when you are finally able to move the coldest, non-opportunities. Nurture your dream clients, especially when they are cold Read More

Principle 1: Continuous improvement of the sales process is a fundamental necessity.

Principle 2: Objective metrics are required to determine the amount and rate of improvement.

Principle 3: A well defined sales process is a pre-requisite for determining meaningful sales metrics Read More

Sometime sales people put too much emphasis on the wrong part of the challenge. Instead of trying to do everything right, why not just eliminate what you are doing wrong first Read More

Sometimes your competitor will beat you on price. It hurts. But if winning means you can’t create the value you need to capture some for you and your company, go ahead and lose Read More

Every now and again I get blown away by a great demonstration of sales and customer service. Had to share this one.

In August, it’s hot in Georgia. The thermometer has topped 90 nearly every day for what seems like forever, and as I write this, it’s 94 degrees out there. The A/C in my house never seems to shut off. This morning, I decided to do something about it. (OK, it was actually my wife who decided I was going to do something about it. Read More