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When you consider the 80/20 rule in sales, what is a key difference between the two groups. Top of the list is that the 20% driving the sales are more proactive than reactive in their approach. Read More

Our executive team attended Verne Harnish’s Gazelles Fortune Growth Summit this week. My favorite session was led by Liz Wiseman, former head of Oracle University and author of the book Multipliers. The simple and profound conclusion from Mulitpliers is that there are basically two types of leaders Read More

If you want to maximize the value you generate from having acquired your new dream client, then maximize the value you create for them. Read More

Everyone seems to agree wit the old statement: "Nothing happens until a sale is made". So why do "experts", seem to overlook sales and it's role in small business success? Read More

Your role in sales is to make all things unequal. This means shifting the competition from price to cost. Read More

Free Guerrilla Social Media Marketing Video Training based upon the book by Jay Conrad Levinson and Shane Gibson. This post is about Guerrilla Social Media Marketing Secrets: Commitment, Consistent and Implement. Read More

If you would not have your salespeople sell price, if it isn’t a competitive strategy that you have chosen, then you must not reward selling on price. Read More

Sometime you have to dramatically change the course of a meeting in order to move it forward. By asking tough, direct questions, you accelerate things, good or bad, at least you are not wasting time. Read More

The annual planning process is the time of year when pharmaceutical sales executives are asked to justify the cost of their sales force. In light of lost revenue with products going off patent, changes in formulary coverage, and evolving decision makers, sales executives are tasked with difficult d Read More

While the tools and resources for sales teams continue to improve, results are not keeping pace. There needs to be a greater focus on coaching with the tools, rather than just using the tools. Read More