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Many of the great achievements of the world were accomplished by tired and discouraged men who kept on working   - - Unknowns Yet another perspective on the power of persistence! Read More

The man in this picture above is fishing. I snapped the picture while standing outside my car. It is about 4 degrees Fahrenheit, and this small lake is frozen over. Personally, I can’t think of anything I would like to do less than stand on the ice and fish. But, there are lessons to be learned eve Read More

Clients are demanding. They want what they want. Sometimes it feels as if they expect everything to be perfect. They don’t. But they do have expectations. Read More

Price is not just an issue in new sales, but with existing accounts as well. A challenge many sales people face is selling a price increase in a soft market. Read More

You may not know it, but your sales manager knows when you are working and when you aren’t. And, she doesn’t need to look at your activity reports. Read More

It's happened to me again... A whole chunk of my knowledge about sales and marketing just got blown up; has become utterly obsolete. I'm specifically talking about radio. Read More

To succeed in sales, you have to know the outcome that you want from the actions you are taking, and you have to have a single-minded focus on achieving that outcome Read More

An effective sales process establishes stages, or ZONES, based on aligning the selling process with the buying process. This includes details such as tasks, tools, and even specific questions that move the mutual process forward efficiently. Read More

There are some positions where commission-only structure makes sense. There are some salespeople for whom a commission-only pay structure makes sense. They are few. Read More

Yeah, OK, I’ll admit to exaggeration in the title of my recent “Death of All Sales Reps” post. Anthony Iannarino called me on it. More accurately it should have been “The Imminent Death Of All Current Sales Reps Who Fail To Recognize And Aggressively Exploit The Coming Explosive Growth Of Interne Read More