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You call on a contact that is an obstacle and roadblock. Going over their head means you alienate a contact that will be crucial to your success. What now? Read More

Buyers' objections can cut both ways, much of that comes down to how the sales person perceives, manages, and leverages them. In this roundtable you get the views of three sales leaders in how manage and come out ahead. Read More

On any given day you will see articles that include the importance of adding value to your customers. This is a sound marketing idea , however it is general in nature and leads to the question: What is the added value you can give your customers that they want? Here is one way to work it out. Read More

Let’s accept the statement at face value and remember that prospecting generally isn’t easy. Here are four ideas that can help you improve your ability to get in. Read More

I wish it had been me with such a flash of insight. But it was David Shenk in The Genius In All Of Us. He goes on to say, “Any ability is a process that involves building up skills. And we have to have the resources, right attitude, lots of things have to come together. They often don’t, even if Read More

Sales people need to set boundaries on how long they are willing to be kept waiting before moving on from a meeting. After a certain point the outcome is more than obvious. Read More

It’s easy to do the sales tasks you enjoy. Being a more professional and more successful salesperson means doing what most needs done—and what you most often avoid. Read More

Your rituals are the behaviors that you commit to that have no end. It is their consistency and their endlessness that make them the driving force of your results. Read More

I’ve heard ‘em all. Every reason why creating and maintaining an e-Rep is a great idea, but not for me because…

* I’m too busy
* I don’t know what to blog about
* I’m no tech whiz
* It’s too complex
* It’s too hard to learn how
* I’m a sales pro, not a techo-geek
Read More

Do you have trouble getting started prospecting first thing in the morning? Are you distracted? Avoid distractions; don't check email first thing in the morning. Read More