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If you want your dream clients attention, especially at the C-level, the way to differentiate yourself is by asking bigger and better question. Read More

Ever walk out of a sales meeting with that worried half-frown and sick feeling in your gut. That sense that something is missing.

That you lost your mojo.
It’s so difficult too, because your whole being is screaming out at you to get your mojo back. In that moment, there’s nothing more import Read More

While I understand sales; frankly I never really understood politics nor the difference between the two traditional parties other than the packaging.

After a bit of discussion with some other folks, here is what we came up with; not sure how accurate or valid, but seemed like fun, I’d love to he Read More

A goal is a series of plans well executed, a process is the means with which to take your plan from the white board to real life. This is why you need both working together to execute and deliver your goals. Read More

Managing the outcomes your clients need and solving their problems is part of selling, but to be effective you have to know where you are valuable. Once you have set things in motion, it is your job to get out of the weeds and get back to your primary role: selling. Read More

You must be able to live with your loss, should you lose, with no regrets, knowing you did everything in your power to win. There is no reason to leave the contest with any weapons unfired. Read More

Product is important, product knowledge is important, but neither is as important as the ability to sell if your are looking for consistent results. I would much rather have someone who can sell and teach him about product, than having a product expert with the hope of teaching them to sell. Read More

To get what you really need in sales, you have to be detached from the method you use to get it and you must be willing to persevere. Read More

Attitude is key to execution it permeates every aspect of the approach and actions taken during the sale. While it may seem like an intangible, it is very much something the individuals can control, and manage. Read More

When the right metrics are captured and used well, they are powerful. Here are six metrics that you aren’t tracking, but predict your performance. Read More