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With all the advancements in sales, it seems many sale people are loosing site of their role, driving revenue. While no would advocate a return to hard selling, has the pendulum swung to far and caused sales to become soft, and as a result less effective? Read More

What makes great hunters in sales is the fact that they, more than anyone else, observe the law of the farm. Read More

Persuade:

1. to move by argument, entreaty, or expostulation to a belief, position, or course of action
2. to plead with; urge

The notion that the fundamental job of a sales or marketing professional is to persuade prospects to take some “course of action,” as Merriam-Webster puts it, Read More

YPS has a client south-O-the-border that provides a never-ending stream of insights along with new perspectives on proven best practices. Just last week, I watched an exchange between their sales leader and one of the top reps that hit me (and the rest of the group) right between the eyes. It pla Read More

Salespeople love to complain that all the customer cares about is the price. When we don’t get a deal, we’re quick to point to our higher price as a major cause of defeat. My friend Anthony Iannarino has written extensively Read More

There are all kinds of ideas about why sales is broken. Selling is broken because of a lack of honesty and integrity. But not on the part of salespeople alone. Read More

If you would have your dream client, know that it takes grit, it takes determination, and it takes a long view. Sometimes it takes waiting someone out. Read More

You need to understand that even if you aren’t interested in competing against your most ferocious competitors, they’re interested in competing with you. Read More

The internet has advanced prospecting, but there still remains the moment where you have to reach out and engage, “The Last Inch”. That moment still comes down to skill and direct interaction between buyer and seller. Read More

While targets and metrics are related, they are different. Having one without the other can lead to confusion and a lack of sales execution. Read More