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Any recommendations that would violate the building of trust, that indicate that you lack integrity, or that prove that you are dishonest is simply awful advice. Read More

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

While you are sleeping, someone who is willing to outwork you is outselling you. The great game of sales is all about hustle. You have to close the hustle gap. Read More

While technology is important and continues to contribute to and improve B2B selling, it is not a replacement for the sales professional. True sales professionals can and do engage those who automation misses, which just happens to be the majority of the potential market. 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

If Oprah can have a book club, why can’t we? I am inviting you to join me in a new venture: The Sales Blog Book Club. 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

Today’s guest Jeff Erramouspe discusses how sales and marketing need to and can come together around one process. Jeff outlines three ways marketing automation can help sales even after the handoff from marketing. Read More