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Some sales people get to distracted by superficial things, while failing to dig down and get to the real facts. Just as you can't judge a book by its cover, you can't win customers by staying on the surface of the issues. Read More

There is a difference between a check close and a real and meaningful dialogue. The difference is your intentions. Read More

There is a powerful way to create value for your dream client while influencing them in the direction of giving you more of their time. Read More

Implementing something new, be it KPI's, CRM, or sales process is good, but it is not the same as successfully executing. To do that you have to create and Execute an objective based plan with measurables and deadline. Read More

Recently published research suggests that the average tenure of a sales manager is now just eighteen months! These are pretty alarming findings, and during the course of this sixty minute debate, we not only intend to discover the facts underpinning theses results, but also discuss how management i Read More

Customers are a demanding bunch. They have to be because of the intensity of the competition they face and the fact that their customers are just as demanding. It puts a sales pro who genuinely cares about the customer in an odd situation because…

They don’t care about you. They don’t care about Read More

Until your dream client has enough time and experience, they aren’t easily swayed by your honest assessment of their constraints and the true cost of results. Read More

Even in a fast paced, turned on world, there are still advantages to taking the time to elaborate things. It's more than avoiding short cuts, it is about winning over buyers. Read More

To succeed in sales, you can’t quit. You can never give up. You have to fire every weapon and you have to play all four quarters. But there are lots of things you can quit to produce better sales results. Read More

Have you ever said something during an internal company meeting and when you’re done think that maybe you actually said something worthwhile? Maybe even pretty darned good? Maybe something that can be packaged and used to help everybody sell better-cheaper-faster? Read More