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Having looked at sales people leaving voice mail, the question comes up as to why many people do not return. Beyond really bad messages, why do some people choose to hide behind voice mail, rather than to use it as a productivity tool? Read More

There are other virtues that great salespeople possess, in addition to honesty and integrity, which lead to a high level of excellence and effectiveness. Read More

“The secret of success in life is for a man to be ready for his opportunity when it comes.” – Benjamin Disraeli

…and according to Murphy’s Law, that big opportunity will always come by at an incredibly inopportune time. Read More

To succeed in sales management, you must lead your sales force instead of managing it. To succeed, your sales force must choose to follow you. Read More

When you are fortunate enough to win, you must be humble in victory, respecting your competitor. When you lose, you must be gracious in defeat. Read More

Why do you keep spending money on sales training? Every year you invest in programs to improve your reps’ skills but over and over again you see diminished returns. Will you be budgeting the same amount of dollars as you did last year? Read More

In sales next steps are key to both winning deals and shortening your sales cycle, and to achieve your next step you need to both plan and execute your plan. But too many sales people confuse a plan with a real next step, which is often the reason for losing deals, or having a longer cycle. Read More

The trouble with sales reports is that they are autopsies. And an autopsy has never been known to bring the body back to life. Read More

Whether you respond to the RFP on your desk or not, here are some of the reasons the RFP process is unhealthy. For you and for your dream client. Read More

Creating healthy competition is a great way to lift the team and individuals at the same time. One great way to create competition over and above money is to post up to date results on a Leader Board. Read More