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If you want your dream clients attention, especially at the C-level, the way to differentiate yourself is by asking bigger and better question. Read More

Ever walk out of a sales meeting with that worried half-frown and sick feeling in your gut. That sense that something is missing.

That you lost your mojo.
It’s so difficult too, because your whole being is screaming out at you to get your mojo back. In that moment, there’s nothing more import Read More

Managing the outcomes your clients need and solving their problems is part of selling, but to be effective you have to know where you are valuable. Once you have set things in motion, it is your job to get out of the weeds and get back to your primary role: selling. Read More

From the drug-infested mean streets to the NFL to Academia and business success, it's been a heck of a journey!

Former NFL great and current Seton Hall University Professor Leonard Marshall speaks about overcoming adversity and succeeding. Read More

You must be able to live with your loss, should you lose, with no regrets, knowing you did everything in your power to win. There is no reason to leave the contest with any weapons unfired. Read More

Product is important, product knowledge is important, but neither is as important as the ability to sell if your are looking for consistent results. I would much rather have someone who can sell and teach him about product, than having a product expert with the hope of teaching them to sell. Read More

With literally thousands and thousands of competitors how will you be found in the crowd?

Great tips and advice from a beloved character who has no problem standing out and getting noticed! Read More

It can be very useful to lower the commitment level early in the sales process, especially to get in. But you cannot get trapped in too small commitments later, when they will unravel your deal and cause you to fail for your dream client. Read More

Attitude is key to execution it permeates every aspect of the approach and actions taken during the sale. While it may seem like an intangible, it is very much something the individuals can control, and manage. Read More

This month’s topic on Sales Bloggers Union is: “Do we sell based on the way we buy?” It’s an interesting question, but the more interesting question is to we treat the people we are selling to in the very same that we would want to be treated were we buying?

Would you, selling the way you sell n Read More