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E-mail continues to grow as an effective prospecting tool. In today's guest post, Kendra Lee offers up 5 ways you can maximize you efforts and results with e-mail. Read More

It’s not defying conventional wisdom or taking a new and revolutionary approach. This is a different metaphorical box. It’s the one that others would lock you in. Read More

Part of me hesitates to post this post because it’s point is so obvious. Read on and you’ll see why I decided to go ahead.

Let’s say you’re in the process of buying a car …or a boat …or a refrigerator. You ask the sales rep what value their company provides to their customers. The answer you Read More

When sales people don't or can't do something, they rationalize it by dismissing it's importance. But to improve, you need to deal with things to overcome, and sell better. Read More

Technology companies are constantly innovating and making improvements, large and small. You should do the same. Read More

Mistakes are made through a poor delegation of a task. If you want something done well you first have to take responsibility for making known your expected outcomes. Read More

As a salesperson, you don't scale. The best way to help your clients is to make sure you have the right resources working on their problems and challenges. Read More

It takes a lot of effort to connect with the right buyer, voice mail, e-mail, gatekeepers and more. So once you maundered, and you get through, what do you do? Read More

It isn’t being perfect that builds client relationships that stand the test of time. Passing through fire together is what forges the strong, lasting relationships. Read More

Sometimes you are the real obstacles to producing greater results. We can easily get bogged down in doing things that make no impact on our sales results, even though these tasks feel like they are important to our sales efforts. Read More