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Instead of spending far too much time watching the basketball tournament (and setting up a bad Q2-2011), set up your own Dream Client March Madness. Read More

Perhaps it’s not politically correct to talk about the role of power in business. We all know, however, that dealing with and wielding power is a day-to-day reality for sales reps. Read More

Even in a fast paced, turned on world, there are still advantages to taking the time to elaborate things. It's more than avoiding short cuts, it is about winning over buyers. Read More

The power to make a decision is getting spread of a greater number of decision-makers and stakeholders. Collecting buying committee relationships is necessary. Read More

There is a reason to write effective language that is every bit as important achieving the outcome of your sales interactions; that reason is confidence. Read More

Listen! We spend far too little time giving our dream clients what they sometimes want more than anything else—to be heard. Read More

You have been trained to differentiate yourself and your offering. You don’t have to work in sales long to run up against: You are all the same. Read More

Do you have enough time? Does any sales rep have enough time to get it all done? And how about our customers? How many of them have enough time? How often are they just too darn busy to meet with us? Maybe even more significant, how about the whole network of decision influencers within each o Read More

Having looked at the sales process, and whether all companies need one, the question then turns to the basics. Where do you start to build and implement it, and who ultimately in the organization owns it. Read More

When you find your dream client, they don’t always know that they are dissatisfied. Sometimes you have to help your dream client become dissatisfied first. Read More