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Even if you are as gifted as a politician in answering tough questions or have been at the game for decades, planning your sales calls is still necessary. Read More

Lead nurturing is something sales people don't often think about, but the should. With their feedback, input and participation, the nurturing can continue right through the sales cycle and help them close faster. Read More

If you would win your dream client opportunity, you have to be able to differentiate yourself and your offering in a way that makes a difference for your dream client. Read More

In today's guest post, Koka Sexton discusses the need for sales people to upgrade their contact info with a mix of social media. Sales intelligence allows sales people to approach prospects with a greater purpose. Read More

Being more promiscuous and coming in contact with new ideas can help you improve your sales by providing you with the right idea for the right circumstances. Read More

While many sales people do not like prospecting, few can succeed without it. Most can take some of the pain out of it by bringing some structure and removing some mystery. Read More

In order not to sell price, you have to do many things right leading up to the end. Even when everything goes perfectly, you are still going to be asked for price concessions. Read More

Here's some help peeling back the mask candidates wear to the interview. 2 Killer Questions to Ask Sales Hunter Candidates... Read More

Over the past week, I've been writing a lot about Value. We build our organizations around creating and delivering value. Yet, only the customer can define value. What we don't recognize is the value we can create and deliver may not be aligned with value our customers need. Read More

When we care deeply, when we are passionate, we can get a little worked up. If from time to time someone isn’t a little mad at you, you aren’t trying hard enough. Read More